Case Name :      Advantage Food & Beverage Sales Representative

Authors :           Michael A Levin, Bruce C Bailey

Source :             Ivey Publishing

Case ID :            W13473

Discipline :        Marketing

Case Length :    05 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Advantage Food & Beverage (AF&B), a sales and service vending machine company, has added an Avanti kiosk division and hired a sales representative to devote all their time to selling the kiosk service to businesses within a specific geographic market. In the first year of the kiosk operation, AF&B hired and fired three sales representatives while acquiring seven Avanti customers. A management review uncovered issues with the selling process and the lack of presentations to prospective customers. AF&B’s owner pondered the relationship between the personal selling process and AF&B’s current compensation approach for sales representatives. How could AF&B’s compensation approach be changed to meet senior management’s new emphasis on presentations, and how would the various options impact AF&B’s profit and loss statement?