Author Profile
Kalla, Arya
Managing Virtual Teams (A)
West, June A. Kalla, Arya Kumar, Sameer
BC-0210 | Published October 25, 2007 | 4 pages Case
Collection: Darden School of Business
Karl Henderson was a senior manager at Metrionic Systems, a Santa Clara, California-based provider of networking solutions. During his time there, he had worked on and managed various cross-functional... Read More
Managing Virtual Teams (B)
West, June A. Kalla, Arya Kumar, Sameer
BC-0211 | Published October 14, 2007 | 2 pages Case
Collection: Darden School of Business
In the follow-up to the A case (UVA-BC-0210), Karl Henderson has convened the first meeting of the virtual team at Metrionic Systems. Because of the time-zone differences, some members are meeting fro... Read More
ZS Associates: Sales Force Sizing
Spekman, Robert E. Kumar, Sameer Kalla, Arya
M-0745 | Published August 29, 2006 | 6 pages Case
Collection: Darden School of Business
This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two o... Read More
A Note on Sizing the Sales Force
Spekman, Robert E. Kumar, Sameer Kalla, Arya
M-0746 | Published August 29, 2006 | 11 pages Technical Note
Collection: Darden School of Business
This note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales... Read More