| HBS Case Collection
(Revised from original 1983 version)
Milford Industries (A)
The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.
Keywords: Managerial Roles;
Resignation and Termination;
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, May 2007. (Revised from original August 1983 version.)