Hops Distributors, Inc.: Getting the Blend Right! (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

James William is the sales manager in Hops Distributors, Inc, local beer distributor which carries one of the top national brands located in Kansas City, Kansas. The firm has 500 accounts in each of its sales territories. Recently, Hops has switched its mode of operation from geographic only sales territory to customer-oriented strategy. The new strategy has segmented the customers on the basis of cases of beer ordered into four categories. The strategy focuses on calling the high volume users only. The sales commission for the category with highest has a lesser commission for which salespeople might me less interested to make a call. So the case talks about the challenges James has to face to implement the new strategy and to make the proper guidelines for the training of the salespeople to work with customer strategy. The salespeople need to work closely with the customers due to the segmentation of the customer on the basis of case of beer consumptions.

Billings Pharmaceuticals: Customer Vulnerability and Moral Equity (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Business ethics refers to the study of situational consequences that occurs during a business process. Billings Pharmaceuticals is a company which manufactures drugs and in the paper seems to work ethically with a good code of ethics. Beth Simmons a graduate of psychology is looking pretty excited to work with Billings due to its ethical values to the consumers. Beth comes into an ethical dilemma whether to support the unethical practice of its company or leave the job quietly since the drug Deploara has shown side effects of obesity and high blood sugar but the company denied any. The company was ready to pay $ 1.2 Billion to settle the legal lawsuits though it has denied any side effects earlier.

Simpson machine Tool Company: Sales Management Seminar (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The three newly appointed sales manager with different ideology and different approaches are a participant in sales management seminar. Jerry Kline is a team worker and believes in working as a team will benefit, Grace Gallo believes in working door to door approach and short term relationship with the customer, and Paul Swenson is a personality of the learner, want to try different approaches and believes in long term relationship with the customers. The main approach of the seminar in here to extract the knowledge of these sales manager and bind them in a team bonding so that they can share their perspective views about sales. The training is one of the essential approach to groom the employees.

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.