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    Case Study Sales and Distribution MGT

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    T.m.SureshKumarSuri
    Malcolm Shakesheff started a successful web design business that has grown beyond expectations. He now needs to hire and manage salespeople for the first time. He is concerned about how to recruit, train, and manage the new sales force, as the future of the company depends on it. Subir is visiting the Delhi market for Ras Beverages and found issues like demotivated sales force and conflicts over territories. He needs to recommend a sales and distribution strategy to address the market's declining sales.

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    Case Study Sales and Distribution MGT

    Uploaded by

    T.m.SureshKumarSuri
    280 views1 page
    Malcolm Shakesheff started a successful web design business that has grown beyond expectations. He now needs to hire and manage salespeople for the first time. He is concerned about how to recruit, train, and manage the new sales force, as the future of the company depends on it. Subir is visiting the Delhi market for Ras Beverages and found issues like demotivated sales force and conflicts over territories. He needs to recommend a sales and distribution strategy to address the market's declining sales.

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    Case study sales and distribution mgt

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    Malcolm Shakesheff started a successful web design business that has grown beyond expectations. He now needs to hire and manage salespeople for the first time. He is concerned about how to recruit, train, and manage the new sales force, as the future of the company depends on it. Subir is visiting the Delhi market for Ras Beverages and found issues like demotivated sales force and conflicts over territories. He needs to recommend a sales and distribution strategy to address the market's declining sales.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    280 views1 page

    Case Study Sales and Distribution MGT

    Uploaded by

    T.m.SureshKumarSuri
    Malcolm Shakesheff started a successful web design business that has grown beyond expectations. He now needs to hire and manage salespeople for the first time. He is concerned about how to recruit, train, and manage the new sales force, as the future of the company depends on it. Subir is visiting the Delhi market for Ras Beverages and found issues like demotivated sales force and conflicts over territories. He needs to recommend a sales and distribution strategy to address the market's declining sales.

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    © All Rights Reserved
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    Case study 1:

    Malcolm Shakesheff is at a crossroads in the development of his business. Three years ago, he
    left his job as a successful sales representative to develop his own company, Shakesheff Web
    Design, which has grown beyond his wildest expectations. The company was an extension of
    what was initially Malcolm’s hobby in terms of a practical skill he possessed in designing simple
    internet websites for friends and family. The company’s success is principally down to Malcolm
    who has single -handedly performed the sales function whilst his wife, Penny, has managed the
    business. Malcolm has received backing from the bank that means doubling the size of his
    business. In particular, Malcolm now needs to employ three new salespeople who will be based
    in London, Birmingham and Edinburgh respectively to provide countrywide coverage. Although
    he has always been successful in selling and indeed his new company’s growth is down to his
    personal selling skills coupled with his knowledge of IT and web design, he has never before had
    to manage a sales force, and certainly not for his own company. Within the next three months,
    however, Malcolm has to decide what sort of persons he needs and then recruit and select them.
    He must then train and manage them. Quite simply, despite his extensive experience as a
    salesperson, he is concerned about where to start. He recognizes the importance of getting this
    right, as the whole future of his company will depend on the qualities and management of his
    own salesforce.
    (a) Advise Malcolm regarding what you feel should be the key elements in recruiting the new
    sales force.
    (b) How Malcolm should train and manage his new sales force.
    (c) Discuss the methods through which Malcolm can compensate his sales force.
    (d) Is Malcolm thinking in the right direction that the future of the company depends on the
    management of its sales force.

    Case study 2:
    India tour to study the Sales & Distribution system. He is currently in Delhi and is faced with
    some problems. Delhi is an important market for Ras Beverages but the sales for the region has
    been on a constant decline since the last 2 years. The market has four sales representatives with
    each one handling different sub -markets and stockist. All four of them were reporting to one
    Territory Sales Manager. From the market visit, Subir found discrepancies in allocation of
    selling effort; demotivated sales force, conflict with stockists over division of territory and
    improper market coverage. If you were Aryaman Singh, what would be your recommendation
    and solution in the form of Sales & Distribution Strategy for Ras Beverages Delhi Market?

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