You are reporting on your decision and how you are going to handle this to improve sales. DO NOT copy any of the instructions word for word.

lease read the case…and read what I’ve supplied. One of the key factors is the chapter(s) case references. Bullet point the concepts you want to convey in your paper…reference the source.

There aren’t a lot of wrong answers with this paper. State your case and support it.

CANDYM ENTERPRISES: FALLING SALES IN TERRITORY #61

For this case you should draw from chapters 3, 8 and 10.

In this case, the rep appears to be favoring the easy sell. In a more difficult area of his territory, the rep appears to be unwilling to establish new relationships through cold calls, and is even neglecting his established customers. Think about how best to address the issue with the rep.

The case highlights issues dealing with performance evaluation, compensation and design of the sales force within the environment of independent sales reps/distributors. Examine the sales management process of the company and how sales performance in Territory #61 could be improved. The objectives of this case are:

Understanding the pros and cons of salary-based relationship-building with the potential benefits of the drive built in by 100 per cent commission.
Identifying the importance of customer relationship management in this highly competitive industry. There are low switching barriers for retailers. Therefore, it is important to recognize that keeping customers happy in this industry is critical. Any disappointments by retailers could lead them to switch suppliers. An under performing rep in this business can lose customers very quickly.
Recognizing that using distributors/independent sales reps incurs some risk. Alex Hanson also sold products for different companies so his focus was on the profitable section of Toronto as well as his other product lines.
This case will allow you to consider whether transferring a solution from one situation to another can work. In the alternatives section of the case, Brown considers replacing Hanson since this solution worked in Alberta. Will this solution succeed in this situation?
Questions to answer:

What are the keys to success in this type of industry?
How does the nature of the competitive landscape make it a challenge for Candym?
What are the most important things a sales rep must do to sell in this industry?
Will replacing Hanson solve the situation?
What issues are specific to a company’s management of independent sales reps?
What are the pros and cons of a sales organization based on independent sales reps?