Case Study

 

Case Study

 

Select one of the following topics. CSU requires that students use the APA format. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. You may use outside sources and may include Internet sources, books, and professional journals or resources related to the profession.

 

Topic One: Read Case A-5, Hanover-Bates Chemical Corporation, on page 543 of the textbook. You are assisting Jim Sprague in his new role.

 

Respond to these questions:

 

1. Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts.

 

2. What are the weak spots in the northeast district’s performance?

 

3. What should management do to improve areas of poor performance in the northeast district?

 

4. What should Jim Sprague do to improve management of his sales reps?

 

Must be A least two pages

Due ASAP

 

BBA 3221

with,,.such :an account,. thus,,, becoming moJe
knolvledgeable about ttre accouhi’s,business and
better a,ble to orovide techniCal assistance- and
ia””ti$ sellins op-po#*u*.;,i3l tuil1line sales ‘
would strength”” Hanover-Bates’s’,icorrpetitive
positiorr by redueing the, likelihbod of’:hccorrnt;

,

losSl.to other platihg chemical suppliers (a prob-

:.

tm mat e*tea in multipt*supdier sitqatibns),
The national,:sales manageris 1998 sales;:,,

progqq4, had also, incld.ed the :following. ac-,’
count,call::frbquency guidel,ines: :*d, accounts (ma-
jor, aCcotints gerrerating..$24,000 or ,mote in
yearly salesF d eallsiipef month; B accoqls’
(meitiumrsized accounts geneiating’,,$12,000, to
$zg,ggg in yearly,salesl-‘.o’ 6sfl prer month; C
acqqltnts (s;au adcountS,, generating :less’t!an
$\Z;OOO vearly in salesp,11e,,call every two
months, Thb,iaccount call ffiuency gurdelines
were developed by,the national sales man4ger
aftei discussions’with the:; district managers.
fhe nationd sales manaeeii’iitd beerr cottc”.tned
hborr[ ttre optimum alloeation, of sales ;efforts,to
accounis, and felt that the guidelipes :wouldi,in-
cre.ase.,i.*he efficiency of’, the company’s sales
:fo attfroueh not.all of theiaiitrict sales man-
agens agr@ with:this eonclusion.

.,.,:.*##’**W[*.X,iiiiLL ;[ffi;*ll.ii,:.,.’i.]…. $4.
;….:,,

ment, he had been faced with the lbcklbf an
i””itiUta q”alifi ed reptacement;
: Although moit ot.tfre sales representatives

had,;assumed Hank Carver,*ould $et the dis-
triat manager’s job; he had,o-ebn passed ower in
part necause he *ould…bb 65 fui three,,yeq1s. The
national sales managei had not want€d to fade
ttre same:::replacement problem again in thrre€
years and’had w4nted,someone in the poiition
;h”;;; t;iAi” riterv to be respon’i* to.it’u
eompany’rs sales plans and policies, The appoint-
ment of Jim Spr.igug, as district manager had
caused considerhble taUr” not only in,ithe district
Uui also at cotporatt headquarters. In fact, the
national sil’es maqager had *arned Jim that “a
lot of peoplb are expecting you to fall,,,on ,Your
face.lbey don’t think you have the experience to’
handle the job, ana in partieriar, to manage and
motivate a gr.oup of sales repieseotatives most
of w-hom are lonsideiably -otdei and,mor’b

expe-
,rienced than you.” The national sales-managei
had:concluded by saying; ..I think you can han-
rlle the job, Jim,,-l think-.you can manage those
sales reps and improve tle districf;’piont per-
fod#Cl; and I’m depending on y,ou to do bottr.”

nate”;i,ffiorate s+es ,;m$..f4at Ji$ ,Spiague’s ,, ,. i. p,ralu#te tt
”

p*rfo”mar.” of tn” rrortfr””r1ft,
PrTecTsor

a$ino.*{i:ast,gjFtric:l”.*’ll,*T?gfr district in comparison” wift.. the oth#
bag,not been oneii9l-tnerc9’mp-aqys netl!{ orst{tcut:’.’ HanoveruBtt t sit”* districts. .’i’ :,,” ,:,
sales:::mtnas€fs:}lrsattrtudetow’afdt’ne-‘sales’ ” r ,, ::,, :: ‘–::’ :: –
“fas:,”na “”*b*r-S

ofihe,,.naUonil safes’-“”- ,,!. What’;,are,thb weak sp-ots in the northeast
‘ager had’U*l-;n” ;i ;d””1u4t comfU””C” ,. distriCtlsperformance? : ,,

,

rather than,aeAe ie and iuppo*. $fte-n the, ,,’ S. Whatshould,inanagement do to improve ar.,
naUonal salbs mr*qger succeeded in peiSua{ry . eas of poor pgrformance in the norttreast
Jimslregue’Jpi”aeiessorto.takeearlyretire-..idistriet?’…i….

E al@ngSales Per{ormance ,.
g; Sep;-b*r i8,,2002, I\4r,.lorro’r””, uila,pi”r-
ident bf agricultural::Siles;twru be’oresent g
hi$:i$e$lg,,Cq.,ggi${d;iD=eale4*I,gqS$Ung-.PJffi rffi
Evaluation Program’ to’iha..,piesidCnt. of Chem –
Grow,;Inc.,Mr.William J.osep-h,’,,,,,,,,iii,,,.

Companf lli’Ctory .:’ii:
i,,

ChemGrow is one,bf,the largest fe”til’ze-r manu-
facturers iu.the wo;la. It is basic in’,phosphate
rock andlrnanUfa*ures phosphoric acid, anhy’
drous ammonia, and othei,’.mixed fertilizer
products. In.the past 1-0 year$,:the compa-n1s

fUig ia*” ;;:d”+”loped by Willi D, Peliiebr:rlt, Jr., of tfre Univeleity of No*ti Carotine at Ctlapet Hfll and Kevin McNeilly of Miami
Unive.sity. Th!$ciise is eopyrtgbt€d,bt tha anthore and ie rbprinted her-ei with theii permiseion. . .: