BETWEEN A ROCK AND A HARD PLACE

Authors

  • Marko Horn Mercer University
  • Mary Dittman Francis Marian University

Keywords:

Sales, customer relationship management, teamwork

Abstract

A young executive must act quickly to save a customer account that represents a large portion of her product line’s sales revenue. Because of her inexperience, she is partnered with a more seasoned member of the sales team, but a lack of planning and communication results in a near-disaster during the sales call. This case examines issues related to unity of command, sales planning, and resolving team conflict.

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Published

2024-01-28

Issue

Vol. 18 No. 2 (2021)

Section

Cases

License

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