Publications

Publications

Filter Results: (61) Arrow Down

Show Results For

Organizational SellingRemove Organizational Selling →

← Page 4 of 61 Results

Are you looking for?

→Search All HBS Web
  • January 1985 (Revised June 1993)
  • Case

Turner Construction Co.

By: Frank V. Cespedes
In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details
Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry
Related

Are you looking for?

→Search All HBS Web