Claudio Pousa

Claudio Pousa

Claudio Pousa is an associate professor of marketing at Lakehead University’s Faculty of Business Administration (Thunder Bay, ON, Canada).   Sales Force Management, Marketing, Managerial coaching, Complexity sciences

Realigning Sales Territories at Garrick Oil and Lubricants

CASE SUDY. This case presents the challenging situation facing Jonathan Wiley, a fresh MBA graduate who has recently been appointed regional sales manager. Wiley has to make a decision regarding the allocation of geographical territories to four territory sales managers.