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The Death of a Salesman Revisited: Part A and B

Herbert Sherman (Long Island University – Brooklyn Campus)
Daniel James Rowley (University of Northern Colorado)

The CASE Journal

ISSN: 1544-9106

Publication date: 1 May 2008

Abstract

This two part case has been written primarily for an undergraduate junior level course in career planning or sales management and deals with the issues of recruitment, placement, training, and compensation. The case may also be employed in a course dealing with human resource management (from an individual's perspective), salesmanship, and organizational behavior.

Citation

Sherman, H. and Rowley, D.J. (2008), "The Death of a Salesman Revisited: Part A and B", The CASE Journal, Vol. 4 No. 2, pp. 41-57. https://doi.org/10.1108/TCJ-04-2008-B003

Publisher

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Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited