Principles of Marketing
Question:
A) Lisa has been promoted to Sales Manager after 20 years as a Sales Associate. At present the company sells fruit juices and dairy products in 10 different regions nationwide but will be expanding the product mix to include confectionery items and canned goods.
The senior VP of Sales has asked Lisa to assign the sales team as she sees fit to achieve the best outcome.
Describe all possible assignment options available to Lisa and make a recommendation as the one she should use (justify your recommendation).
B) 6 months has passed since Lisa restructured her team. However, new client accounts have significantly decreased and existing customers are complaining that they rarely see their sales reps.
What aspect of Lisa’s sales management can be improved to turn this situation around.
Discuss 3 strategies with the use of examples that Lisa should implement to get her team back on track.
