Sales Force Management: ChemGrow, Inc.
For the case Chemgrow, Inc. (written by William D. Perrault, Jr., of the University of North Carolina at Chapel Hill and Kevin McNeilly of Miami University) consider the following.
1. ChemGrow is one of the largest fertilizer manufacturers in the world. What decisions would you make with regard to which is the most productive region, who is the most outstanding salesperson, and who are the most valuable customers?
2. What computer report should be generated on a regular basis to assist the managers in their evaluations?
3. Prepare a memo to Mr. Kee justifying your decisions and supporting the new computer report you are requesting. Respond to these questions using APA format.