World Equipment Co., Ltd is one of the world's largest manufacturers of heating, ventilation and air conditioning. Beijing regional sales manager has just heard that the sales figures of his office is the lowest among the sales offices in China. As a result, Beijing sales force will not receive their year-end bonuses, unless the situation can be turned around quickly. Regional Sales Manager must determine whether the process of sales management, as well as recent new cars for sale force, which strongly suggested hiring the chief manager, are to blame for low sales productivity and how to keep the situation from recurring. "Hide
and June Cotte, Alan Young Wenchu Source: Richard Ivey School of Business Foundation 19 pages. Publication Date: February 25, 2003. Prod. # 902A28-PDF-ENG
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