Worldwide Equipment (China) Ltd.: A Sales Performance Dilemma
商品編號：9B02A028
出版日期：2003/09/01
再版日期：2009/10/29
商品來源：
商品主題：International Business; Marketing
商品類型：Case (Gen Exp)
涵蓋議題：China;Organizational Behaviour;Sales Management;Sales Organization;Performance Evaluation
難易度：4 - Undergraduate/MBA
內容長度：15 頁
地域：China
產業：Manufacturing
事件年度：2001
AWARD WINNER - Regional Asia-Pacific Case Writing Competition
Worldwide Equipment Ltd. is one of the world's largest manufacturers of heating, ventilating and air conditioning equipment. The Beijing regional sales manager has just heard that the sales performance of his office ranked the lowest among the sales offices in China. The sales Beijing force will not receive their year-end bonus unless the situation can be turned around quickly. He must determine whether the sales management process or a recent new hire on the sales force, whose hiring was strongly suggested by the manager's boss, are to blame for the poor sales performance and how to keep the situation from recurring.
教學手冊：Worldwide Equipment (China) Ltd.: A Sales Performance Dilemma - Teaching Note
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