Sales Force Training at Arrow Electronics (A) Harvard Case Solution & Analysis

In the mid-1980s, Arrow, the largest distributor of electronics in the world, has implemented a program to work college recruiting salespeople. The program is part of efforts to increase the professionalism and skill set of sales in the industry, where some sellers have a higher education. After careful preparation and expensive programs, many of the new college graduates hired were poached competitors arrows for higher wages. Arrow ultimately failed to convince college graduates to stay, and a set of programs over five years. In 1997, CEO Steve Kaufman decided to start a new college recruiting program, decided not to repeat the mistakes of the past. Rewritten version of the previous case. "Hide
by Jason R. Barro, Aaron MG Zimmerman, Brian J. Hall Source: Harvard Business School 14 pages. Publication Date: 01 Oct 2004. Prod. #: 905041-PDF-ENG

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