Summary of the case, facts and potential dilemmas

 

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Summary of the case, facts and potential dilemmas

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Diagnostic Service Inc. (DSI) is an emerging organization. In addition, DSI majors in the provision of diagnostic services in various markets including Miami, St. Petersburg and Orlando. The organization also offers latest technological devices such as computerized tomography scanners, magnetic resonance imaging machines (MRI) and electron beam tomography (EBT) (Eli et al. 2005). The company is the only provider of EBT in this region; that increases early detection of potential medical conditions compared to past health tests…………………………..

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References
Andris A. Zoltners and Prabhakant Sinha. (2013). “Sales Territory Design: Thirty Years of         Modeling and Implementation.” Marketing Science 24 (3): 313–31. Accessed on             09/04/2015 at     http://www.jstor.org.ezproxy.lib.monash.edu.au/
Cravens, David W (2011). “The Changing Role of the Sales Force.” Marketing Management 4         (2). Accessed on 09/04/2015 at    http://ezproxy.lib.monash.edu.au/login?url=http://search.ebscohost.com/login.aspx?direc
Eli Jones, Steven P. Brown, Andris A. Zoltners and Barton A. Weitz (2005). The Changing         Environment of Selling and Sales Management. Accessed on                     09/04/2015 at    http://www.jstor.org.ezproxy.lib.monash.edu.au/stable/40471997?seq
Graham-Leviss Katherine. (2012). “A Targeted Hiring Methodology Can Hit the Bull’s-eye in         Recruiting Sales Professionals.” Employment Relations Today 38 (4): 9–17.
Johnston, M. & Marshall, G (2009). Churchill/Ford/Walker’s sales force management, 9th ed.         New York: McGraw, pg 170.

Summary of the case, facts and potential dilemmas

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