Children's Press

Can a qualitative research study on sales force motivation provide some concrete answers for a struggling regional sales manager in children's publishing?
Noel Capon, Robert Dewar  | Spring 2012
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A regional sales manager for Children's Press, a leading publisher of children's books, agrees in 2004 to participate in a qualitative study on management and performance models in the publishing industry, hoping it will provide some insight into the challenges presented by her district sales team. In this case, students consider the sales team's comments, as elicited through interviews for the study, as well as the wide scope of technological and social changes in the publishing industry, in order to determine how an understanding of motivation and behavior in a sales environment might benefit the regional sales manager.

Case ID: 120501

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