I WILL UPLOAD PICTURE OF THE CASE STUDY
CASE STUDY 6.1 : TERRITORY DESIGN AND CUSTOMER ORGANIZATION
WHEN ANSWERING THE QUESTIONS, PLEASE ANSWER BELOW THE QUESTIONS. (MEANING TYPE IN THE QUESTIONS).
MOST OF THE ANSWERS REQUIRE EXTRA RESEARCH, PLEASE DO IT WITH APA FORMAT. PLEASE DO IN-TEXT CITATIONS. !!!
THE QUESTIONS THAT NEED TO BE ANSWER ARE:
1. More reps are needed to sell the Concept products. What number of reps are needed to sell Base and Concept products respectively? --> for this one, there should be math and formula involved.
2. Are the service calls on Base products necessary? Can service be handled differently? If so, will that free up more time for Concept selling? How should this be done? Provide a solution.
3. Do GPOs play a role in defending Base business? How can they be viewed as a positive, helpful influence?
4. The sales current structure must change. What should Sal recommend to the General Manager?