Staffing A New Sales Force: A Human Resource Management Case Study

Abstract

An HRM case used to encourage student thought and discussion concerning staffing and management of a new sales force. Midwest Education, Inc.: A Human Resource Management Case is used to exemplify many of the human resource problems encountered in a typical organization. It provides history and background of the company, Midwest Education, Inc. (which is closely modeled after a major developer and supplier of educational materials). With this background, the case presents the staffing issues which arise as the company seeks to change from using manufacturers representative firms to sell their products to having an in-house sales force.