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      Sales Force ManagementRemove Sales Force Management →

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      • June 1986
      • Case

      Premier Furniture Co.

      By: Thomas R. Piper
      A credit analyst for a furniture manufacturer is confronted with two customers who have exceeded their credit limits. The financial performance of each has been weak, and one of the customers has a highly leveraged balance sheet. Industry conditions are weak; the... View Details
      Keywords: Cost vs Benefits; Financial Statements; Credit; Sales; Manufacturing Industry
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      Piper, Thomas R. "Premier Furniture Co." Harvard Business School Case 286-130, June 1986.
      • June 1986 (Revised July 1990)
      • Case

      OTISLINE (A)

      By: F. Warren McFarlan and Donna B. Stoddard
      Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details
      Keywords: Information Technology; Technology Adoption; Sales; Marketing; Rank and Position; Salesforce Management; Service Operations; Management Analysis, Tools, and Techniques; Global Range; Accounting; Business Ventures; Industry Growth
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      McFarlan, F. Warren, and Donna B. Stoddard. "OTISLINE (A)." Harvard Business School Case 186-304, June 1986. (Revised July 1990.)
      • September 1985 (Revised July 2007)
      • Case

      Population Services International: The Social Marketing Project in Bangladesh

      By: V. Kasturi Rangan
      Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details
      Keywords: Developing Countries and Economies; Health; Marketing Strategy; Social Marketing; Business and Government Relations; Nonprofit Organizations; Bangladesh
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      Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh." Harvard Business School Case 586-013, September 1985. (Revised July 2007.)
      • May 1985
      • Supplement

      Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video

      By: John A. Quelch
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      Quelch, John A. "Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video." Harvard Business School Video Supplement 885-522, May 1985.
      • May 1985
      • Supplement

      Milford Industries (A1)

      By: Robert J. Dolan
      Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer. View Details
      Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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      Dolan, Robert J. "Milford Industries (A1)." Harvard Business School Supplement 585-138, May 1985.
      • March 1985 (Revised November 1985)
      • Case

      Wilmington Tap and Die

      By: Robert S. Kaplan
      The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an... View Details
      Keywords: Capital Budgeting; Investment; Accounting Audits; Cost Management; Technological Innovation; Information Technology; Performance Productivity; Production; Management Analysis, Tools, and Techniques; Manufacturing Industry
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      Kaplan, Robert S. "Wilmington Tap and Die." Harvard Business School Case 185-124, March 1985. (Revised November 1985.)
      • October 1984 (Revised July 2003)
      • Case

      At the T. Rowe Price Trading Desk (A)

      By: Andre F. Perold
      Describes the events surrounding the sale of a particular large block of a thinly traded stock. Brings the situation to the point at which the seller has received an offer, and must now decide what to do. View Details
      Keywords: Asset Management; Stocks; Financial Services Industry
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      Perold, Andre F. "At the T. Rowe Price Trading Desk (A)." Harvard Business School Case 285-041, October 1984. (Revised July 2003.)
      • September 1984
      • Case

      Henkel Corp.: International Sealants Brand SISTA (A)

      By: Robert J. Dolan
      Corporate headquarters wishes to expand sales of a sealant product currently sold only in the West German market. Regional affiliates, operating on a profit center basis, are not enthusiastic about taking on the new product. The case describes the company's... View Details
      Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Consumer Products Industry; Construction Industry; Europe; West Germany
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      Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (A)." Harvard Business School Case 585-099, September 1984.
      • August 1984 (Revised March 1989)
      • Background Note

      Direct, Personal Leadership

      By: Joseph L. Badaracco Jr. and Richard R. Ellsworth
      Argues that to be effective leaders, general managers must focus on substance, not process, and aggressively combat the forces that can lead to the politicization of the organization. Examines the leader's direct role in setting and communicating goals, managing the... View Details
      Keywords: Leadership Style; Management Practices and Processes
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      Badaracco, Joseph L., Jr., and Richard R. Ellsworth. "Direct, Personal Leadership." Harvard Business School Background Note 385-107, August 1984. (Revised March 1989.)
      • August 1983 (Revised May 1985)
      • Case

      Jamestown Co.

      By: Benson P. Shapiro and Edward J. Hoff
      In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
      Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
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      Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
      • August 1983 (Revised May 2007)
      • Case

      Milford Industries (A)

      By: Robert J. Dolan and Benson P. Shapiro
      The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district... View Details
      Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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      Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.)
      • August 1983 (Revised June 1985)
      • Supplement

      Milford Industries (B)

      By: Robert J. Dolan and Benson P. Shapiro
      Supplements the (A) case. A rewritten version of part of an earlier series. View Details
      Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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      Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, August 1983. (Revised June 1985.)
      • August 1983 (Revised June 1985)
      • Supplement

      Milford Industries (C)

      By: Robert J. Dolan and Benson P. Shapiro
      Supplements the (A) case. A rewritten version of part of an earlier series. View Details
      Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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      Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, August 1983. (Revised June 1985.)
      • July 1983 (Revised July 1991)
      • Case

      Hintz-Kessels-Kohl A.G.

      By: Thomas R. Piper
      A truck manufacturer must decide whether to bid on the sale of 120 trucks to a private firm in Costa Rica. If a bid is submitted, a decision must be made on whether to protect against the credit, exchange rate, and sovereign risks. View Details
      Keywords: Risk Management; Currency Exchange Rate; Truck Transportation; Cross-Cultural and Cross-Border Issues; Manufacturing Industry; Auto Industry; Germany; Costa Rica
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      Piper, Thomas R. "Hintz-Kessels-Kohl A.G." Harvard Business School Case 284-019, July 1983. (Revised July 1991.)
      • June 1983 (Revised April 1991)
      • Case

      Dominion Engineering Works

      By: Christopher A. Bartlett
      Dominion Engineering Works faces important strategic decisions about whether to continue its focused strategy of selling newsprint machines to the Canadian paper industry or whether recent changes in industry conditions and the emergence of three global competitors... View Details
      Keywords: Machinery and Machining; Globalized Markets and Industries; Management Analysis, Tools, and Techniques; Partners and Partnerships; Competitive Strategy; Customization and Personalization; Diversification
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      Bartlett, Christopher A. "Dominion Engineering Works." Harvard Business School Case 383-184, June 1983. (Revised April 1991.)
      • January 1983 (Revised June 1985)
      • Case

      Mary Kay Cosmetics, Inc.: Marketing Communications

      By: John A. Quelch
      Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company's sales force of beauty consultants. View Details
      Keywords: Marketing Communications; Salesforce Management; Decision Making; Performance Effectiveness; Management Teams; Beauty and Cosmetics Industry; United States
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      Quelch, John A. "Mary Kay Cosmetics, Inc.: Marketing Communications." Harvard Business School Case 583-068, January 1983. (Revised June 1985.)
      • December 1982 (Revised December 1984)
      • Case

      Hi-Tech Corp.

      By: Fred K. Foulkes and William E. Fruhan Jr.
      Hi-Tech examines the financial implications of a reduction in the work force via a voluntary severance program which offers up to two and a half times annual pay if an employee voluntarily terminates employment. View Details
      Keywords: Job Cuts and Outsourcing; Financial Management; Retirement; Employees; Compensation and Benefits; Corporate Finance; Technology Industry; Europe
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      Foulkes, Fred K., and William E. Fruhan Jr. "Hi-Tech Corp." Harvard Business School Case 283-045, December 1982. (Revised December 1984.)
      • February 1980 (Revised April 1981)
      • Case

      Poland Spring Bottling Corp.

      By: Benson P. Shapiro
      Poland Spring is a small domestic bottler of mineral water trying to compete in a rapidly expanding market against Perrier, the dominant brand, and 20 other foreign and domestic waters. Company management must decide how to position and promote its product with limited... View Details
      Keywords: Product Marketing; Product Positioning; Competition; Globalized Markets and Industries; Food and Beverage Industry; Distribution Industry; United States
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      Shapiro, Benson P. "Poland Spring Bottling Corp." Harvard Business School Case 580-108, February 1980. (Revised April 1981.)
      • 1978
      • Chapter

      The Context for the Individual Rights Issues: Labor Force Trends and Their Implication

      By: R. M. Kanter
      Keywords: Rights; Labor and Management Relations; Trends
      Citation
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      Kanter, R. M. "The Context for the Individual Rights Issues: Labor Force Trends and Their Implication." In Proceedings of the First National Seminar on Individual Rights in the Corporation, edited by Alan F. Westin and Stephan Salisbury. New York: Educational Fund for Individual Rights, 1978.
      • Research Summary

      Corporate Restructuring and Business Insolvency: Economic Impact and Best Practices

      By: Stuart C. Gilson
      Stuart C. Gilson is studying how severe financial distress impacts corporate policies and economic resource allocation. He is also studying how managers can best respond to financial distress in order to preserve and grow value. He is undertaking this research... View Details
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