The Clef case focuses on the issue of turnover in a firm's sales force. Students must analyze the factors contributing to turnover as well as the role of the field sales force in Clef's profitable business strategy. Among other things, the Clef case illustrates that managing field marketing requirements entails managing individual people but also a certain aggregate call capacity and a set of sales task determined by business strategy. In turn, that analysis of strategy-sales linkages often changes students' minds about what to do about turnover in Clef's sales force.

【書誌情報】

ページ数：20ページ

サイズ：A4

商品番号：HBSP-814100

発行日：2014/3/25

登録日：2014/7/14