This case presents the challenging situation facing Jonathan Wiley, a fresh MBA graduate who has lately been appointed regional sales manager (RSM) of the Northern Ontario sales area of the Canadian subsidiary company of Garrick Oil and Lubricants (GOAL).
Wiley has to make a decision regarding the apportionment of geographic territories to four territory sales managers who report directly to him.
Realigning Sales Territories at Garrick Oil and Lubricants Case Study solution
PUBLICATION DATE: August 06, 2015 PRODUCT #: HEC114-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
