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  • October 2004
  • Case
  • HBS Case Collection

Sales Force Training at Arrow Electronics (B)

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
  • Format:Print
  • | Pages:4
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Abstract

Supplements the (A) case. A rewritten version of an earlier supplement.

Keywords

Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition

Citation

Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
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About The Author

Brian J. Hall

Negotiation, Organizations & Markets
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More from the Authors
  • Innovation at Moog Inc. By: Brian J. Hall, Ashley V. Whillans, Davis Heniford, Dominika Randle and Caroline Witten
  • Cognitive Biases: Mistakes or Missing Stakes? By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven
  • Maritz Automotive By: Brian Hall, Lamar Pierce and Ashley V. Whillans
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