Maureen Fry, assistant product manager at Quaker Steel and Alloy Corporation, proposed to implement a plan of action to modify the structure of sales calls. Currently, vendors are spending too much time on small accounts. Previously, Fry tries to change their models call without success. Now, with the express mandate to challenge top management, it must submit a plan that will work. "Hide
by John J. Gabarro Source: Harvard Business School 12 pages. Publication Date: December 15, 1995. Prod. #: 496024-PDF-ENG
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