Case | HBS Case Collection | December 1995 (Revised October 1996)

Maureen Frye at Quaker Steel and Alloy Corporation

by John J. Gabarro


Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their call patterns without success. Now with the express call mandate of top management she has to present a plan that will work.

Keywords: Management Teams; Managerial Roles; Organizational Culture; Planning; Salesforce Management; Strategy; Steel Industry;


Gabarro, John J. "Maureen Frye at Quaker Steel and Alloy Corporation." Harvard Business School Case 496-024, December 1995. (Revised October 1996.)