Publications
Publications
- February 1985 (Revised July 1993)
- HBS Case Collection
Puritan Drug Co.
Abstract
David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by R.Z. Sorenson.
Keywords
Salesforce Management; Conflict and Resolution; Beauty and Cosmetics Industry; Retail Industry; Pharmaceutical Industry
Citation
Moriarty, Rowland T., Jr. "Puritan Drug Co." Harvard Business School Case 585-158, February 1985. (Revised July 1993.)