Midwest Risk Management: Performance Evaluation Systems (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The Midwest Risk Management company has been selling personal lines of insurance, such as life, accident, and health coverage since 1987. Douglas Powell, since 1995 is the sales manager of Midwest looking after the southern district sales. The vice president of marketing has announced his intentions to expand the product line to the professional liability market concentrating on lawyers and CPAs since these professionals need protection from lawsuits by clients. And Doug has been instructed to use five salespeople out of twenty-five from his team to start the professional liability market in his area and his team has to achieve 10 percent penetration.

J.B.'s Restaurant Supply: How CRM Data is Used to Justify Change (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

J.B.s Restaurant Supply servers full-service equipment to the foodservice industry like restaurants.  They have a wide range of equipment and utensils needed for the food industry. The company was started by serving independent restaurants around the corridor in Central Florida. The company has recently implemented a new Client Relationship Management (CRM) software. The main purpose of the implementation is to automate the sales process and to eliminate unnecessary sales calls. The CRM has shown some influencing data based on sales analysis by comparing current performance to past sales. The analysis report has focused on product/product line, territories and customer type. Based on the analytical data, J.B.'s has brought a few changes in order to improve the company's performance.

Syntel, Inc: The Role of Compensation in Salesperson Turnover (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

Syntel, Inc. is a manufacturer of industrial air compressor and other related products. It has worked with major retail chains to develop efficient air compressors for the industrial and commercial markets. The 1990s has been very profitable for the compressor industries due to the implementation of the do-it-yourself market where consumers were involved in home-improvement projects and automotive repairs. Syntel focused on the smaller light-weight product line of the compressor which increased its sales rate due to extensive research and development on the consumers need. Syntel jumped to the home-based air compressor where it faced traditional difficulties to bring the product into the market and expand its sales force accordingly. To overcome the problem, Syntel created three different groups of national account manager, manufacturers' representatives, and junior sales people. All three groups were offered different types of compensation mix plans like commission, yearly bonuses, salary, and benefits.

Schindler Pharmaceuticals: Motivating the Sales Force (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

The vice president of marketing, Amanda Miller, at Schindler Pharmaceuticals is looking the ways for motivating the sales force. The need for looking out motivation techniques and tools is due to a decline in the sales for a couple of years. The top-level salespeople are not performing well due to lack of motivation. Motivational tools like commission system, a promotion plan, sales contests, and sales meetings are currently in use. Miller had a close look at all the tools and techniques that are currently used to find the lagging in the motivation system. She came to the conclusion that there needs a balance between financial and non-financial incentives. She has a concern regarding non-financial incentives if they will act as motivational factors for the sales force to perform well to improve in sales.

School Suppliers, Inc.: Leading a Diverse Sales Force (Case Analysis) Sales Management (Joseph F. Hair)

Introduction

School Suppliers, Inc. (SSI) with 50 sales people located at 5 different regional office in the United States is the national distributor in elementary and secondary school supplies. Howard Larsen is aged twenty-eight was promoted to the sales manager at the Southeastern Region for leading a group of 7 sales people. He seems to be in doubt himself as an effective sales manager within 4 months of the promotion. He has been leading a diverse natured sales force with more younger peoples working. He has been very effective with the young sales force but seems to have a problem with his senior team members as he talks about this with his friend John who is a manager of a resort. John has suggested the way of leadership after listening to the points from Howard about his dilemma in his leadership quality.

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.