Manufacturers Insurance Group: Developing Territories (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Manufacturers Insurance Group (MIG) is an insurance company which provides insurance policies of manufacturing companies. They have normally policies for employees like worker's medical cost injuring on the job, employee sick leave coverage, and dozens of policies for manufacturers. The operation area is 15 Midwestern States and later expanded to five more States. Here five states represent territory graphical control units. In some cases, States have been divided into two or three more territories to balance the sales potential using account analysis and workload analysis. Ashley Roberts is a sales manager in MIG and it's her job to analyze the information available of the States and assign territories to the salespeople accordingly. The case talks about the importance of distributing bigger territories to smaller territories which helps to reduce traveling time and selling cost with improved outreach and communication. The sales manager has to smartly use the statistics available from any forms and create a proper plan and manage workload to achieve a particular goal.

R3 Technology: Improving Recruitment and Selection (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

R³ Technology is a tech company which provides services for remote recovery and repair of computer servers to companies with wholesale and retail websites. It has been an outstanding service provider with advantageous in cost, remote-access, troubleshooting and repair. The company has been operating on the vision of Josh that the employees do not have to have prior knowledge since the company provides on the job training. Due to lack of proper recruitment and selection process, the company is losing its potential customers and facing a high rate of employees turnover. The company growth is up but it is yet to improve its management and human resource processes. The company is in greater need to improve and develop the system of recruitment and selection process. It has to look for candidates from other sources rather than the recommendation from friends and families. It has to hire skilled manpower and retain its valuable employees.

Wild Willie "Juiced" Drinks: Planning for Sales Growth (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Wild Willie Juiced Drinks established by two graduates from Boston College, is one of the new entrants in the nice market of beverages and is sold only in New England. The blind test has shown that most of the people have loved their product in comparison to the existing ones. They have realized that the sales in New England have dropped to double-digit due to the seasonal effect of winter. They are looking for the new market where they can expand their business so that the sale is consistent throughout the whole year.

Wild Willie is a small company and they do not have enough fund, and brand value to the markets where giant players already exist. They need better sales to plan to reach this market and compete. They do not have a brand image to sell their product through the large chains organizations like Wal-Mart and Target, or supermarkets like Publix and Kroger. They cannot compete with a big organization who are strong in "direct store door" from financial, brand, and distribution system.

Global Container Corporation: Creative Sales Forecasting (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Global Container (GC) is a known name in the field of plastic container manufacturer. It has containers manufactured for a variety of liquids, from beverages to industrial fluids. It has been operating worldwide through the well-organized distribution channel. Maiko Sakane, Director of New Product Development for GC during her vacation in the Bahamas got a new idea while spending time in the beach about the Snork-All to carry the equipment needed for Snorkel (diving undersea). The Snork-All is a lightweight product designed to carry necessary stuff related to Snorkel which can be snap to belt or bathing suit of the diver.

This idea of carrying container is well appreciated by most of the team member although the CEO and senior management team were not much convinced. The uncertainty of the senior members was due to different product line the company was serving. The major obstacle was to prepare marketing, and sales forecasting for the product Snork-All since Maiko was not an expert in marketing and forecasting. So the challenge is to gather knowledge about the market potential and sales probability.

SOLEX-DIGITAL: EFFECTIVE NEGOTIATION STRATEGIES (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Solex is a Digital Signage and Technology company with two decades in the field of technology based on the South of England. The company provides semiconductor-based solutions that can be integrated with surveillance and analytics options.

This case of Effective Negotiation Strategies is based on Personal Selling Process (PSP). The sales representative, Marilyn Boldt is in the negotiation process with the National Computer Company (NCC) and she is facing a hard time to take a decision whether to provide a discount which will affect the revenue of the company or to lose the negotiation which could lead the company to a better reputation. The hard time decision is due to Mr. Logan representative from NCC who is characterized as a greedy bargainer. There are two prospects in this case either to get a contract by compromising on the quality or to let go of the negotiation.

Cosair Gas Distributors: Problems with a CRM System Installation (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Cosair Gas Distributors with a fleet of 50 trucks operating 24 hours a day is oil distributor based on Houma, Louisiana to distribute the oil in 360 networks which it purchases from other vendors. Cosair has recently bought the Client Relationship Management (CRM) software. The founder of the company Riley Sayer is criticized for making a quick decision without consulting his employees about the usability of the software. He was only focused on the need for the software rather than its effectiveness. The author has indicated a need of a mediator between the management team and the employees to do the gap analysis, and what could be the best features and the best way to implement the CRM according to the business environment.