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商品編號: 9-914-509 出版日期: 2014/01/06 作者姓名: Dolan, Robert J.;Shapiro, Benson P.;Zalosh, Alisa 商品類別: Marketing 商品規格: 12p 再版日期: 2019/09/19 地域: United States 產業: Recreational sports;Fitness equipment;Sports;Manufacturing 個案年度: 2013 -
商品敘述:
StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director and Regional VP and promoted 30-year-old Benjamin Cooper to manage the underperforming New England district. A first-time manager with no one to train him or explain the causes of the district''s underperformance, Cooper has 10 weeks to diagnose the problems and make recommendations that will ensure a turnaround in the territory in less than 16 months. Left to his own devices, Cooper must review the sales data, the incomplete notes left by his predecessor, and his own thoughts after spending a day in the field with each sales person. Then he must make decisions about termination or probation for current employees, the hiring of additional salespeople, ways to increase productivity, and potential new methods of evaluating salesperson performance. He is set to present his conclusions to his also-newly-appointed manager, the Regional VP for the Northeast, in a few days.
涵蓋領域:
General management;Sales force management;Succession planning;Sales management;Performance appraisals;Restructuring;Manufacturing;Business marketing;Improving performance
相關資料:
HBS Brief Case Teaching Note, (5-914-510), 15p, by Robert J. Dolan, Benson P. Shapiro, Alisa Zalosh;Spreadsheet Supplement, (9-914-511), 0p, by Robert J. Dolan, Benson P. Shapiro, Alisa Zalosh;Spreadsheet Supplement, (9-914-512), 0p, by Robert J. Dolan, Benson P. Shapiro, Alisa Zalosh
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