June 1989 (Revised November 1991)
Supplement
HBS Case Collection

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

Format:Print
| Pages:3

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.)