All Jacoby, vice president of sales in America Clearion, fictional software firm, has missed its quota for the first time in his career in the company. He should rethink their strategies for establishing quotas, allocation of staff and the appointment of the territories. Describes the changes that he does and asks students to consider making improvements to them. "Hide
by Mark Leslie, James Lattin, Mike Harkey Source: Stanford Graduate School of Business 17 pages. Publication Date: Aug 08, 2006. Prod. #: E232-PDF-ENG
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