ANFISA: Concern in the Northern Area

By Segarra, José Antonio / Carrillo, Jordi

Marketing

Luis Carral ponders how to revamp the sales area that he has been assigned. There are some strong indicators: the area is falling far short of its potential, its growth is poor and its margins are the worst in the company, as are its arrears. The team he inherited does not act like one. Luis is considering drastic changes in the territorial divisions and the compensation model. As an immediate issue, he must make decisions about four of the most problematic sales reps in the area.

Collection: IESE (España)

Ref: M-1253-E

Format: PDF

Number of pages: 19

Publication Date: Oct 20, 2011

Language: English, Spanish

Description

Year: 2007

Geographic Setting: España

ANFISA: Concern in the Northern Area

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ANFISA: Concern in the Northern Area

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ANFISA: Concern in the Northern Area

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