Amateurs and Professionals
A major corporation that manufactures and sells household cleaning products had a particularly interesting experience. During the 1980s, the company’s products were distributed by two sales forces: One, comprising about 60 salespeople, was responsible for sales to the superretailers, while the other team, comprising about 25 salespeople, looked after customers at independent hardware stores.
When, bit by bit, hardware stores disappeared from the city centers, the corporation was obliged to shed the jobs of the sales force catering to those customers. Its managing director faced a dilemma: whether to lay off the salespeople concerned or to redeploy them to the superstore clientele, entrusting each of them with about ...
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