Ivey Publishing
Worldwide Equipment (China) Ltd.: A Sales Performance Dilemma
Product Number:
9B02A028
Publication Date:
01/09/2003
Revised Date:
10/29/2009
Length:
15 pages (13 pages of text)
Product Type:
Case (Gen Exp)
Source:
Ivey
AWARD WINNING CASE - This case was one of the winning cases in the 2002 Regional Asia-Pacific Case Writing Competition. Worldwide Equipment Ltd. is one of the world's largest manufacturers of heating, ventilating and air conditioning equipment. The Beijing regional sales manager has just heard that the sales performance of his office ranked the lowest among the sales offices in China. The sales Beijing force will not receive their year-end bonus unless the situation can be turned around quickly. He must determine whether the sales management process or a recent new hire on the sales force, whose hiring was strongly suggested by the manager's boss, are to blame for the poor sales performance and how to keep the situation from recurring.
Issues:
Disciplines:
International,  Marketing
Industries:
Manufacturing
Setting:
China, Large, 2001
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
Associated Materials
Translations: Simplified Chinese (13 pages)
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