Darden University of Virginia (USA)
-
ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaCase DARDEN-M-0745-EMarketingThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to si...Starting at €8.20
-
Managing Virtual Teams (A)
West, June A.; Kalla, Arya; Kumar, SameerCase DARDEN-BC-0210-EKnowledge and CommunicationKarl Henderson was a senior manager at Metrionic Systems, a Santa Clara, California-based provider of networking solutions. During his time there, he had worked on and managed various cross-functional teams. When he was given the opportunity to manage a team that was spread across five continents, Henderson was confident that with a little groundwork, he could manage perfectly and deliver on time as he had always done. Due to a recent increase in...Starting at €8.20
-
Business Process Mapping: Prospective Student Visits to the Darden School
Landel, Robert D.; Snyder, AndrewTechnical Note DARDEN-OM-1445-EService and Operations ManagementAppropriate for courses in operations management and process improvement. Hundreds of prospective students visit the Darden Graduate School of Business Administration throughout the academic year to interview for admission and gain a better understanding of the Darden educational experience. In anticipation of these visits, the Darden Admissions Office coordinates a typical schedule of events with the first-year (FY) and second-year (SY) student ...Starting at €8.20
-
Business Process Mapping
Landel, Robert D.; Snyder, AndrewTechnical Note DARDEN-OM-1423-EService and Operations ManagementAppropriate for courses in operations management and process improvement. This technical note explains how to utilize process maps as tools to show workflow steps, clarify process expectations and responsibilities, and see possibilities for eliminating waste and redundancy. The note details when to use basic process mapping tools, why they work, and how to apply them. The note presents four types: Process Flowchart Map, Swim Lane Flowchart Map, S...Starting at €8.20
-
Business Process Mapping: The Darden School Mailroom
Landel, Robert D.; Snyder, AndrewTechnical Note DARDEN-OM-1444-EService and Operations ManagementThe Darden School mailroom and the activities of its manager are analyzed using process mapping and waste identification tools. The note illustrates how one can observe and analyze a process for which opportunities to create process maps, evaluate waste and savings potential, and create stakeholder buy-in for improvements are identified. Lean tools discussed include process flowcharts, SIPOC, seven waste analyses, and stakeholder engagement. Stud...Starting at €8.20
-
A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaTechnical Note DARDEN-M-0746-EMarketingThis note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales Force" (UVA-M-0745) provides a real-world example of one company's attempt to select the correct approach, and includes a supplemental Excel file for students.Starting at €8.20
-
Managing Virtual Teams (B)
West, June A.; Kalla, Arya; Kumar, SameerCase DARDEN-BC-0211-EKnowledge and CommunicationIn the follow-up to the A case (UVA-BC-0210), Karl Henderson has convened the first meeting of the virtual team at Metrionic Systems. Because of the time-zone differences, some members are meeting from home, while another member cannot attend at all. Henderson decided that since it was cumbersome to schedule a meeting where everyone was present, each member of the team should send status reports to him on Fridays, and he would then decide whether...Starting at €5.74