General Information What's included Description Learning Objective Modules Videos Related Recommended Reviews

Case

DurvisTech and Carla Falcón: Fixing a Sales Team

By Gallo, Iñigo / Ángela Jiang Wang

Leadership and People Management Marketing

DurvisTech is one of the leading door manufacturers in Spain. The national team of sales agents has been underperforming in the past years, and Carla Falcón, who has just been appointed as the new national sales manager, needs to quickly find a solution to this situation and get the national unit back on track. Specifically, she will need to make decisions regarding three specific problematic sales agents.

Collection: IESE (España)

Ref: M-1385-E

Format: PDF

Number of pages: 11

Publication Date: May 4, 2021

Language: English, Spanish

Description

Year: 2020

Geographic Setting: Spain

Industry Setting: Industry and mining

Learning Objective

The case presents a company in an industry highly reliant on direct selling. The sales manager needs to analyze the performance of the team as well as the performance of each of the individual sales agents and think of a plan to improve their results. This case addresses problems in people management.

DurvisTech and Carla Falcón: Fixing a Sales Team

Options of use

Number of copies

- +

As low as €8.53

Are you interested in this product?

Add it to your favourites so that your institution can purchase it.

You'll be able to order once your profile has been validated.

Add to wishlist

Preview

Leave your rating
"DurvisTech and Carla Falcón: Fixing a Sales Team"

To leave a comment you must Sign in or register

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Choose account type

Professors

You will find the material that best suits you to design your courses, in different formats and up to 7 languages, so that it adapts to the teaching methodology of your preference at all times.

Preview the full content before purchasing. You will also have free access to the teaching notes.

Create whishlists and share them easily with your academic institution and/or colleagues.

Academic Institutions

Take advantage of the discount for registered institutions and save money with a platform that offers the best collections, agile purchase process and personalized customer service.

In addition, we have various types of agreements to adapt to the specific needs of each institution.

Visit our licenses page and contact us for further information.

Companies

Scalability and Savings: Get automatic discounts and special pricing on purchases of 10 or more units per product.

Customised agreements: Need specific product bundles? We design tailored pricing agreements adapted to your company’s volume and training objectives.

Centralized Management: Control all your department's acquisitions from a single, professional dashboard.

Individuals

Have the content you need to stay updated as a manager with the support of one of the most prestigious business schools in the world.

We select the online courses and articles so that you can continue to be a better leader who generates a positive impact on your company.

We also offer agreements for companies, contact us to know more.

DurvisTech and Carla Falcón: Fixing a Sales Team

Description

Learning Objective

DurvisTech and Carla Falcón: Fixing a Sales Team

Are you interested in this product?

Do you find it interesting?

Leave your rating "DurvisTech and Carla Falcón: Fixing a Sales Team"

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Leave your rating
"DurvisTech and Carla Falcón: Fixing a Sales Team"