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Ivey Publishing
Candym Enterprises: Falling Sales in Territory #61
Product Number:
9B04A014
Publication Date:
09/20/2004
Revised Date:
10/07/2009
Length:
9 pages
Product Type:
Case (Field)
Source:
Ivey
Candym Enterprises is a wholesaler specializing in producing, importing and exporting giftware, and selling these items through independent sales representatives. The president and founder has discovered that performance in one territory is falling. A major trade-show is approaching, and changes need to be made in the territory quickly. The president feels he has several options, including replacing an independent sales rep with a company sales rep, which would be a new strategy for the company. Learning objectives include understanding the pros and cons of salary-based relationship building, the importance of excellent customer relationship management, and recognizing that using distributors/independent sales reps has some risk.
Issues:
Sales Organization; Sales Strategy; Compensation; Sales Management
Disciplines:
Marketing
Industries:
Wholesale Trade
Setting:
Canada, Small, 2003
Intended Audience:
Undergraduate/MBA
Price:
$3.95 CAD / $3.95 USD Printed Copy
$3.40 CAD / $3.40 USD Permissions
$3.40 CAD / $3.40 USD Digital Download
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