David Thomas takes his first assignment and sales management is faced with a revolt of sales due to the possible reorganization of the territory. In addition, his sales team performs well below the national average. Rewritten version of the case R.Z. Sorenson. "Hide
by Rowland T. Moriarty Jr. Source: Harvard Business School 21 pages. Publication Date: February 11, 1985. Prod. #: 585158-PDF-ENG
Related Case Solutions & Analyses:
Management Control Process Online Tutorial
Omnicoms No-No (A)
Sanford C. Bernstein: Growing Pains
Gary Rodkin at Pepsi-Cola North America (B)
Gazprom and Hermitage Capital: Shareholder Activism in Russia
The Rise and Fall of Iridium
LVMH: Managing the multi brand conglomerate
Chandpur Enterprises Limited, Steel Division
St. Louis: Inner City Economic Development, Spanish Version
Competitive Environmental Strategies: When Does It Pay to Be Green?
