Ivey Publishing

Product Details

3M Canada Inc. Adhesive, Tape and Allied Products
Product Number:
9A89A001
Publication Date:
07/09/1992
Revised Date:
03/10/2004
Length:
21 pages
Product Type:
Case
Source:
Ivey
The Adhesive, Tape and Allied Products Group reorganized its salesforce from a specialized one (where salespeople sold only products within one of four product areas in the group) to a general one (where salespeople sold all products within the group) four years ago. The decision was under review due to problems such as reduced product knowledge and competition among marketing people for the salespeople's time and effort.
Disciplines:
Marketing
Industries:
Manufacturing
Setting:
Canada, Large, 1988
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
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