Brenda Cooper, an innovative regional sales manager for Hausser Food Products, is perplexed subsequent to a year on the job. In charge of selling infant foods to customers in the Southwest, Cooper recognizes that she's fighting against demographic trends including declining birth rates, along with a movement to create home made baby food.
In this situation pupils examine the organizational structure, its incentive system of Hausser, and sales intend to consider how Brenda might earn the support she needs.
PUBLICATION DATE: May 14, 2008 PRODUCT #: CU01-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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