個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Battlefield Furniture Group, Inc.
內容大綱
This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Students should recognize the nature of the "man-in-the-middle" squeeze: the manager caught between the pressure of implementing a new strategy from the top and the resistance to change from the bottom.