FDU Death of A Salesman & Glengarry Glen Ross Cases Questions
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An examination of the machinations behind the scenes at a real estate office.
The real story behind the world of sales. This is a realistic portrayal of what it is to try making a life
in high pressure sales with all its highs and lows
Case study 1 ales Management
1. How is the sales force organized? Is there a better way of organizing it?
2. What training method is being used? Is the method corectly implemented?
3. How is the sales force compensated? Would you change the system?
4. How is the sales force stimulated? Is the method corectly implemented?
5. How is the sales force evaluated? Would you change the system?
6. You are the owner of this company. Would you continue with the same
number of employees? If no, with how many? Which of the current employees
would you keep?
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