|
|
This is only a preview of the paper
Click here to register and get the full text.
Existing members click here to login
|
|
|
Case Analysis: Village Beds
Sales Management
Central Issue:
Lee Flicker, newly hired national sales manager for Village Beds, needs to realign the sales territories. ...
Control Units
Flicker has decided to continue to use the territorial system built around states as Village Beds control unit. This control unit will benefit Village Beds since it is best suited for companies with small sales forces covering national markets. ... Since Village Beds sales reps sell directly to the customer at the customer’s location, customers will not venture outside their state to buy the goods. ... Although this market is most appropriate for determining retail sales control units, it may serve a similar purpose for Village Beds. ...
Location and Potential Customers
Village Beds should have historic documentation from past sales and research as to where present and potential customers are within each control unit. ... For Village Beds, the previous year’s sales volume was almost $80 million dollars. ... This analysis lacks consideration for workload required by Village Beds sales force. ...
Effect of Territory on Sale Force
Flicker needs to focus on the goal of creating equal and fair territories rather than creating territories that will appease his top sales person and not offend Village Beds president’s relationship with Harris. ... Equality in treatment of the Village Bed’s sales staff is what will earn the respect and buy-in of the sales staff.
Approximate Word count = 1466
Approximate Pages = 5.9
(250 words per page double spaced)
|
|
|
|
|
|