Darden University of Virginia (USA)
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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
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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
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Pitcher Perfect: Visualizing Interactive Beer Profiles
Palomba, AnthonyCase DARDEN-BC-0293This fictional case introduces students to interactive presentations through the situation of a US craft beer company that is developing a new beer product. The case discusses an organizational push to incorporate technology to help drive decision-makingStarting at €8.20
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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
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The Solution Shop and Storytelling Process
Palomba, AnthonyTechnical Note DARDEN-BC-0294Who doesn’t feel some anxiety when faced with making a presentation to an audience of practitioners and executives? Presentations are often the most stressful part of a job in business or consulting. Yet anyone can learn to write and present better than tStarting at €8.20
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A Darden Perspective: Teaching Cases—Plan, Listen, Dance
Palomba, AnthonyTechnical Note DARDEN-PHA-0083-EKnowledge and CommunicationAnthony Palomba arrived in Charlottesville, Virginia, in August 2020 as a visiting scholar at the University of Virginia Darden School of Business (Darden). As a media-management and audience-analysis scholar, Palomba had previously assigned media- and entertainment-business-based cases to students to read. However, he had no idea how to exercise the case method in the classroom. In order to understand the case method, Palomba interviewed current...Starting at €8.20
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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