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Keywords: sales management
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Case Studies
Case Provider:
Darden Business Publishing Cases
Darden Business Publishing Cases 1–5.
Published: 20 January 2017
...Robert E. Spekman; Derek A. Newton; Alexandra Ranson This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Students should recognize the nature of the "man...
