ABSTRACT
Bob Harrell was the national sales manager of Glib Media. Glib Media was a new medium built around celebrity profiles and interviews. It began as an online chat room and now was a true medium with over one million unique visitors every month. Bob started the sales effort by himself in a tiny office in a warehouse in San Francisco. Existing media rep firms already had the advertising contacts that would take months for Glib Media to establish, and they all had track records that were easy to check. It seemed like the right path for a rapidly growing media company to expand their sales. After interviewing and hiring media representatives in New York, Chicago, Atlanta, Dallas, and Los Angeles, Bob had a national sales meeting with his new sales force team. Bob was satisfied with his decision to build his sales force through the use of media rep firms.
