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Case
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Reference no. 9-580-125
Subject category: Marketing
Authors: Derek Newton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 1 February 1984
Length: 8 pages
Data source: Field research
Topics: Employee performance management; Sales and marketing; Compensation and benefits; Dismissing employees
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Abstract

The 12-year career of Mr Bob Marsh is traced, from recruitment to termination. Data on Kramer's sales management, performance evaluation, compensation, and sales training systems are given.
Location:
United States
Industry:
Pharmaceutical industry
Size:
USD400 million annual sales
Other setting(s):
1978
Teaching note
-
Reference no. 5-583-130
Subject category: Marketing
Authors: Thomas V Bonoma (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 4 December 1985
Length: 10 pages
Data source: Field research
View full details
Case
-
Reference no. 9-512-S19
Spanish language
Subject category: Marketing
Authors: Derek Newton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 1 February 1984
Revision date: 29-Apr-2019
Length: 11 pages
Data source: Field research
Topics: Performance appraisals; Sales; Sales compensation; Dismissing employees
View full details

About

Abstract

The 12-year career of Mr Bob Marsh is traced, from recruitment to termination. Data on Kramer's sales management, performance evaluation, compensation, and sales training systems are given.

Settings

Location:
United States
Industry:
Pharmaceutical industry
Size:
USD400 million annual sales
Other setting(s):
1978

Related

Teaching note
-
Reference no. 5-583-130
Subject category: Marketing
Authors: Thomas V Bonoma (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 4 December 1985
Length: 10 pages
Data source: Field research
View full details
Case
-
Reference no. 9-512-S19
Spanish language
Subject category: Marketing
Authors: Derek Newton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 1 February 1984
Revision date: 29-Apr-2019
Length: 11 pages
Data source: Field research
Topics: Performance appraisals; Sales; Sales compensation; Dismissing employees
View full details