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商品編號： 9-905-041 出版日期： 2004/10/01 作者姓名： Barro, Jason R.;Zimmerman, Aaron M.G.;Hall, Brian J. 商品類別： Other 商品規格： 14p 再版日期： 地域： United States 產業： Electronic components 個案年度： 1984 - 1997
商品敘述：
In the mid-1980s, Arrow, the world''s largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople had college degrees. After an expensive and thorough training program, many of the new college grads hired were poached by Arrow''s competitors for higher salaries. Arrow was ultimately unsuccessful in persuading the college grads to stay, and the recruiting program ended after five years. In 1997, CEO Steve Kaufman decided to start a new college recruiting program, determined not to repeat the mistakes of the past. A rewritten version of an earlier case.
涵蓋領域：
Employee training;Incentives;Employee retention;Recruitment;Sales compensation
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