Battlefield Furniture Group, Inc.

Darden Business Publishing Cases

ISSN: 2474-7890

Publication date: 20 January 2017

Abstract

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.

Keywords

Citation

Spekman, R., Newton, D. and Ranson, A. (2017), "Battlefield Furniture Group, Inc.", Darden Business Publishing Cases. https://doi.org/10.1108/case.darden.2016.000035

Download as .RIS

Publisher

:

University of Virginia Darden School Foundation

Copyright © 1993 by the University of Virginia Darden School Foundation, Charlottesville, VA. All rights reserved.

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.