Case | HBS Case Collection | August 1983 (Revised May 2007)

Milford Industries (A)

by Robert J. Dolan and Benson P. Shapiro


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; Salesforce Management; Resignation and Termination; Performance Evaluation;


Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.)