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  • June 1989 (Revised November 1991)
  • Supplement
  • HBS Case Collection

Ingersoll-Rand (B): Managing Multiple Channels--1986

By: V. Kasturi Rangan
  • Format:Print
  • | Pages:3
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Abstract

Peter Baldwin takes over Clabough's job and is charged with the responsibility to improve sales force morale, control expenses, and improve market share.

Keywords

Salesforce Management; Supply and Industry; Management Teams; Industrial Products Industry

Citation

Rangan, V. Kasturi. "Ingersoll-Rand (B): Managing Multiple Channels--1986." Harvard Business School Supplement 589-122, June 1989. (Revised November 1991.)
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About The Author

V. Kasturi Rangan

Marketing
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  • Transformative Social Impact: Year Up By: V. Kasturi Rangan and Sarah Appleby
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