Hausser Food Products Company

How can a regional sales manager earn the support of her direct reports and motivate them to improve sales?
Noel Capon  | Spring 2008
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Brenda Cooper, a new regional sales manager for Hausser Food Products, is stumped after a year on the job. In charge of selling infant foods to customers in the Southwest, Cooper realizes that she's fighting against demographic trends such as declining birth rates, as well as a movement to produce homemade baby food. In this case students examine Hausser's organizational structure, its incentive system, and sales plan to consider how Brenda might earn the support she needs.

Case ID: 080503
Supplemental Materials: Teaching Note

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