Case Study
Select one of the following topics. Use the APA format. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. You may use outside sources and may include Internet sources, books, and professional journals or resources related to the profession.
Topic One:
Read Case A-5, Hanover-Bates Chemical Corporation. You are assisting Jim Sprague in his new role.
Respond to these questions:
1. Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts.
2. What are the weak spots in the northeast district's performance?
3. What should management do to improve areas of poor performance in the northeast district?
4. What should Jim Sprague do to improve management of his sales reps?
Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., Pg. 543, 546 & 547). New York: McGraw-Hill/Irwin.