Publications
Publications
  • August 1983 (Revised May 2007)
  • Case
  • HBS Case Collection

Milford Industries (A)

By: Robert J. Dolan and Benson P. Shapiro
  • Format:Print
  • | Language:English
  • | Pages:11
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Abstract

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

Citation

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

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