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Hanover Bates

In: Business and Management

Submitted By erikaopila
Words 1851
Pages 8
Problem Statement

The Northeast sales district was third in dollar sales but Jim’s analysis found the district was worse in profit performance. In order to improve profit performance, Jim thought he would have to reallocate district sales efforts of products and customer categories. The push back from Hank and current sales representatives came from the thought that their performance was not bad and Jim’s lack of experience would not improve sales.

Alternatives

Option 1: Maintenance of Status Quo and keep doing what he company is doing. An option that James Sprague is to keep the company the way it is operating and not making any changes. Not only will the company avoid any added expenses, it will keep the existing employees satisfied. Since there was a threat of Hank Carver in particular to quit, James Sprague can avoid having to hire and train someone new. In addition, Hank Carver is a very experienced sales representative and he might have an influence in having more people leave with him and join the competitor “Trumbull Chemical.” James Sprague can try to have a one on one meeting with Hank Carver and have Carver feel as though he is part of any changes.

Option 2: Changing the allocation of the sales efforts to increase costs & speak to Hank Carver Changing the way the company is selling and allocating their products would make a huge difference in the company. There is big opportunity for improvement in this category because the company is not doing very well in performance. Option 3: Work alongside with Hank Carver & Promoting him to Management Making Hank Carver a type of lead manager position can also be an alternative to the company. Having Hank Carver happy and working alongside with James Sprague will have two different sides of opinions to make a decision. It is beneficial to have opinions of people who are actually…...

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