Ivey Publishing
Arthur Medical Supplies: The Unhappy Salesman
Product Number:
9B04A009
Publication Date:
05/14/2004
Revised Date:
10/07/2009
Length:
3 pages (3 pages of text)
Product Type:
Case (Gen Exp)
Source:
Ivey
A recent MBA graduate has joined a small division of a medical equipment manufacturer as a regional sales manager. Sales are not going well, customer complaints are common, and he is unhappy with the amount of time he must spend away from home. The regional sales manager must analyse his options to determine the best way to balance the rigours of a sales career and personal life. He must consider the challenges of an undefined, boundary-spanning role; management's possible role in mitigating these challenges; and the expectations about the rigours of a sales career.
Issues:
Disciplines:
Marketing
Industries:
Manufacturing
Setting:
Canada, Large, 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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