This case serves as an introduction to the field of sales management. The manager should seek ingrained behaviors three sales representatives "in order to implement significant changes in the marketing strategy. Students should understand the nature of the "man-in-the-middle" compression: manager caught between the pressure on a new strategy at the top and bottom of the resistance to change.
This Darden study. "Hide
by Derek A. Newton, Alexandra Ranson Source : Darden School of Business 9 pages. Publication Date: November 2, 1993. Prod. #: UV0309-PDF-ENG
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