Details

Case

Educator Copy

LUGGAGE MANUFACTURERS LIMITED

MALIK S, ARIF J


INDUSTRY : CONSUMER PRODUCTS

AREA : Marketing

ORGANIZATION : -

LENGTH : 22

LUMS No : 04-515-88-1

PUBLICATION YEAR : 1988

DESCRIPTION

KEYWORDS:

Sales force management, organizational behaviour, policy implementation


DESCRIPTION:

The National Sales Manager of Luggage Manufacturers was perturbed at the continual disregard of company policy by one of his most efficient sales officers. Company policy dictated that each sales manager send a monthly sales report as first hand information on the performance of sales personnel, distributors' stock level, and product and market conditions. The Sales Manager evaluated various options available to him to deal with the sales officer.


LEARNING OBJECTIVES:

N/A


SUBJECTS COVERED:

Marketing