Question One: Identifying the Key Issues Prior to examining the case of the Hanover-Bates chemic Corporation, we have identified the following problems. Firstly, Hanover-Bates filled the position of their saucily stark(a) sales motorcoach, in the Northeast rule, with an individual (Jim Sprague) who has much less(prenominal) cognize then many sales representatives at warmness the firm. Hanover-Bates views this as a good investment because their previous sales private instructor retired. Hiring Sprague ensures they will non have to repeat the hiring process at heart the next three years due to retirement. However, this placement resulted in on-going discussion between both territorial dominion and corporate headquarter employees and why has Hanover-Bates best sales representative (Hank Carver) threatening to quit. Secondly, the Northeast district has very poor profit performance compared to other districts indoors the firm. They are non making their sales qu ota and are not utilizing the opportunity of potential future accounts. In addition, within the chemical substance industry, customers perceive minimal quality differences among products. With this being said, we believe parameter is very high and it is important to have a sales force producing the best of their ability. Â Question Two: Northeasts Performance Vs.
Other Districts Hanover-Bates Chemical Corporation has divided their crosspatch up sales territory into seven districts, four of which, were not qualified to meet their sales quota in 2000. One district that was not able to meet their sa les quota was District 3, the north-east di! strict, which has a newly appointed manager, Jim Sprague. The other districts that did not actualize their sales quota in 2000 fell goldbrick by 3% art object the northeast district fell short of their sales quota by almost 7% (Appendix 1). This is a thumping deficit, especially when compared to the northern districts performance. They exceeded their sales quota by 14%.Regarding gross actual profit respective to the gross...If you indigence to get a full essay, order it on our website:
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