Realigning Sales Territories at Garrick Oil and Lubricants
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Publication Date:
August 06, 2015
Source:
HEC Montreal Centre for Case Studies
This case presents the challenging situation facing Jonathan Wiley, a fresh MBA graduate who has recently been appointed regional sales manager (RSM) of the Northern Ontario sales region of the Canadian subsidiary of Garrick Oil and Lubricants (GOAL). Wiley has to make a decision regarding the allocation of geographical territories to four territory sales managers who report directly to him.
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Realigning Sales Territories at Garrick Oil and Lubricants
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