David Thomas for his first assignment and sales management is confronted with a sales representative uprising because of a possible reorganization territory. In addition, its sales line is well below the national average execution. Rewritten version of an earlier case.

David Thomas for his first assignment and sales management is confronted with a sales representative uprising because of a possible reorganization territory. In addition, its sales line is well below the national average execution. Rewritten version of an earlier case.
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from
Diane M. Burton,
Jeffrey L. Bradach
Source: Harvard Business School
15 pages.
Publication Date: Apr 15, 1999. Prod #: 499062-PDF-ENG
Pilgrim Drug Co. HBR case solution