Global Source Healthcare: Allocating Sales Resources Harvard Case Solution & Analysis

Founder and CEO of the Global Health Source struggled with how to allocate resources between the purchase-sale of new accounts, penetrating existing accounts and up-selling existing accounts. Global Health Source provided domestic and international services personnel to medical facilities. The company operated for a year, and the growth was much slower than expected. What made the decision it was especially important that the market of medical staffing experience a significant slowdown. Consolidation happening in the industry. Given the limited sales and financial resources of the company, the decision was crucial for the very survival of the Global Source. Other issues that may arise include understanding the sales strategy for the business and marketing strategies to generate sales in the complex, resource-poor environment and an understanding of compromise between the length of the sales cycle and the size of the potential expense. "Hide
by Donald Barclay, Shamail Siddiqi Source: Richard Ivey School of Business Foundation 16 pages. Publication Date: September 1, 2005. Prod. # 905A21-PDF-ENG

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