Scarce managerial talent, the turnover of sales and customer depletion potential problems were behind the disappointing results of the IDS "in mid-1987. Vice President of Marketing were three potential" correction ": 1) an increase or decrease of $ 35 million budget for marketing programs 2) acceleration of the expansion 6746-Sales Manager strength in numbers, and 3), emphasizing the strategic geographic expansion of sales. objective of the training is to show the intricacies of planning, organizing and budgeting as a three-way interaction, which affects the result. "Hide
by Thomas V . Bonoma, Minette E. Drumwright Source: Harvard Business School 20 pages. Publication Date: December 8, 1987. Prod. #: 588044-PDF-ENG
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