Hausser Food Products Company (Spanish Translation)

How can a regional sales manager earn the support of her direct reports and motivate them to improve sales?

David Nadler, Noel Capon, Martin Schleicher  | Summer 2012
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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

El caso Hausser Food Products Company se centra en la problemática de la motivación y el comportamiento de la fuerza de ventas. La complicada situación que enfrenta Brenda Cooper, una gerente regional de ventas para Hausser y la protagonista de este caso, requiere del apoyo de las personas a su cargo y, particularmente, de los jefes de ventas de distrito. Sin embargo, ellos parecen reticentes a proporcionarle ayuda. ¿Cómo puede Brenda obtener la ayuda que necesita para hacer frente a los desafíos que se le presentan?

Case ID: 080503SPA
Supplemental Materials: Translation

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