The Death of a Salesman Revisited: Part B

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.

Case from journal

Reference no. TCJ04-02-02B

Subject category: Human Resource Management / Organisational Behaviour

Authors: Herbert Sherman (Long Island University); Daniel James Rowley (University of Northern Colorado)

Published by: Emerald Group Publishing Limited

Published in: "The CASE Journal", 2008

Length: 6 pages

Data source: Field research

Topics: Recruitment; Placement; Training; Compensation

Share a link: https://casecent.re/p/87108

| No reviews for this item

This product has not been used yet

View our pricing guide or login to see prices.

Abstract

This is the second of a two-case series (TCJ04-02-02A and TCJ04-02-02B). In case (B) Mr Mahoney has decided to take the sales job with ABC Home Builders and receives his assignment. He finds that the working conditions of the sales office are not conducive to selling. His office is located in the rear of a trailer that is extremely run-down and is paired with a competitive, non-communicative saleswoman. The case ends with Mr Mahoney feeling hopeless and alienated.

Location:

Kentucky, USA

Industry:

Residential real estate

Other setting(s):

2005-2006