Ivey Publishing

Product Details

Global Source Healthcare: Allocating Sales Resources
Product Number:
9B05A021
Publication Date:
09/01/2005
Revised Date:
09/24/2009
Length:
16 pages (12 pages of text)
Product Type:
Case (Field)
Source:
Ivey
The founder and chief executive officer of Global Source Healthcare was struggling with how to allocate sales resources among acquiring new accounts, penetrating existing accounts and up-selling existing accounts. Global Source Healthcare provided domestic and international staffing services to healthcare facilities. The company had been operational for a year and growth had been considerably slower than expected. What made this decision especially important was that the healthcare staffing market was experiencing a substantial downturn. Consolidation was occurring in the industry. Given the limited sales and financial resources of the company, this decision was critical to ensure the very survival of Global Source. Other issues that may be raised include understanding the sales strategy in the business and marketing strategy, motivating a sales force in a difficult, limited-resource environment, and understanding the trade-off between the length of the sales cycle and the size of the potential account.
Issues:
Disciplines:
Entrepreneurship,  International,  Marketing
Industries:
Health Care Services
Setting:
United States, Small, 2003
Intended Audience:
Undergraduate/MBA
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
$4.50 CAD / $4.25 USD Digital Download
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