Sales

Case Solution for Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget

Complete Case details are given below :

Case Name :      Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget
Authors :           Michael Taylor, Rocky Campana
Source :             Ivey Publishing
Case ID :            W12268
Discipline :        Sales
Case Length :    09 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
This case concerns the bonus structure for a representative sales team. Pharma Talent, a contract sales company for pharmaceutical companies across Canada, promised its clients that its representatives would drive sales at a lower cost than what the client would incur if it had its own sales force. Historically, it had contracts with products that targeted physicians (e.g., prescription drugs or medical devices); however, a new contract in Ontario involved an over-the-counter (OTC) product. Pharma Talent currently had a pay-for-performance bonus structure that had already been revised three times. Nevertheless, due to the structure of the different territories in Ontario, many sales team members thought the bonus was unfair and very discouraging, while its pay-for-performance structure did not meet the clients’ needs.
 
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Case Solution for The Cinnamon Case: Sales Negotiation (Role Play) – B The Buyer

Complete Case details are given below :

Case Name :      The Cinnamon Case: Sales Negotiation (Role Play) – B The Buyer
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W12259
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for case A.
 
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Case Solution for The Cinnamon Case: Sales Negotiation (Role Play) – A The Seller

Complete Case details are given below :

Case Name :      The Cinnamon Case: Sales Negotiation (Role Play) – A The Seller
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W12258
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The case presents a role play between a buyer and a seller who must negotiate a price for a perishable but rare commodity. The case covers the dilemma faced by buyers and sellers when they are in possession of limited information but must still attempt to negotiate a best-case scenario for themselves. This case involves the seller and is used with The Cinnamon Case: Sales Negotiation (Role Play) – (B) The Buyer.
 
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Case Solution for Xerox (Hong Kong): Sales Activity Management Process (A)

Complete Case details are given below :

Case Name :      Xerox (Hong Kong): Sales Activity Management Process (A)
Authors :           E.F. Peter Newson, Michael Zhao
Source :             Ivey Publishing
Case ID :            99E015
Discipline :        Information Technology
Case Length :    25 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The sales director of Xerox (Hong Kong) has a vision to transform sales force management processes that would require radical changes to both the organization and the information technology infrastructure. The design includes a companywide database to be available to the sales force by remote access through Intranet/Internet. From this database the sales force could manage their territory using notebook computers while traveling, working at client sites, sitting in meetings, or talking on the phone. At the time of sale, they could check inventory, quote prices, notify delivery or service schedules, and make billing arrangements. Successful implementation of the plan requires the sales director to overcome financial constraints, ingrained habits, traditional cultural values, an inadequate information technology infrastructure, and the effects of the change beyond the sales organization.
 
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Case Solution for A Not So “Rosy” Situation: Bill Aziz’s Challenge at White Rose Crafts and Nursery Sales Limited

Complete Case details are given below :

Case Name :      A Not So “Rosy” Situation: Bill Aziz’s Challenge at White Rose Crafts and Nursery Sales Limited
Authors :           Mary M. Crossan, Gerard Seijts, Ken Mark
Source :             Ivey Publishing
Case ID :            907M53
Discipline :        Human Resource Management
Case Length :    30 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
In late November 2002, halfway through the vital Christmas selling season, William E. Aziz, hired to turn around White Rose Crafts and Nursery Sales Limited (White Rose), has to decide what to do. White Rose is under Companies’ Creditors Arrangement Act (CCAA) protection, having breached its debt covenants. The company’s upper and middle management is frustrated that their efforts since 1999 have not turned the firm around. The remaining employees blame the firms’ situation on the change in strategy that occurred in 1999. The changes led many of White Rose’s original employees to leave. At least partly due to an attempt to compete head-on with new U.S. entrants into the garden and crafts industry, the company endured three straight years of losses. In November 2002, White Rose launched a strategic review of its operations and asked its chief executive officer of three years, Dave Symons, to resign.
 
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Case Solution for Silver Sales Company

Complete Case details are given below :
Case Name :      Silver Sales Company
Authors :           N/A
Source :             Ivey Publishing
Case ID :            909M95
Discipline :        Entrepreneurship
Case Length :    08 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Silver Sales Company’s president is building a growing company that sells extremely accurate flow meters used to measure water flow in pipes and channels. In addition, Silver Sales Company provides inspection and assessment services to water agencies. The president owns 31 per cent of the company. Ring Manufacturing, the sole owner of the intellectual property and manufacturing facility for the flow meters, controls 62 per cent of the ownership of Silver Sales Company. The president is considering his long-term stake in the organization. Recently, the president has been approached by a U.K. company that is a sales agent for Silver Sales Company’s products. The company has expressed an interest in a possible merger or acquisition between the two companies and has further indicated that it has an investor to support its desires. The president is now trying to determine whether a closer relationship with, or sale to, the U.K. company might be a way for him to capture some of the value he has created over the last several years.
 
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Case Solution for Parkin Laboratories: Sales Force Effectiveness

Complete Case details are given below :
Case Name :      Parkin Laboratories: Sales Force Effectiveness
Authors :           Sandeep Puri
Source :             Ivey Publishing
Case ID :            W1417
Discipline :        Entrepreneurship
Case Length :    10 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The profits of a generic-pharmaceutical company, Parkin Laboratories, are dwindling as a result of recent legislation implemented by the Indian government. To compensate for the loss in value, the company needs to increase its sales volumes. The general manager of sales is exploring the idea of investing in a program of sales force effectiveness to increase the efficacy of the sales team.
 
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Case Solution for Jindi Enterprises: Finding a New Sales Manager

Complete Case details are given below :
Case Name :      Jindi Enterprises: Finding a New Sales Manager
Authors :           June Cotte, Alan Wenchu Yang
Source :             Ivey Publishing
Case ID :            903A09
Discipline :        Strategy
Case Length :    17 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Jindi Enterprises is a manufacturer of heat exchanger units for residential and commercial markets in China. Recently, the company’s top sales representative, who is also the sales manager for one of the company’s provincial offices, quit and joined a competitor. A replacement must be found, but a delay in choosing a strategic direction is seriously complicating the hiring decision. The CEO must determine the corporate strategy and ensure that the hiring strategy reflects these changes.
 
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Case Solution for Spectrum Brands, Inc.–The Sales Force Dilemma

Complete Case details are given below :
Case Name :      Spectrum Brands, Inc.–The Sales Force Dilemma
Authors :           Donald Barclay, Joe Falconi
Source :             Ivey Publishing
Case ID :            906A35
Discipline :        General Management
Case Length :    18 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
In 2005, the vice president of sales and marketing for the Canadian division of Spectrum Brands Inc. must determine his next steps regarding the structure of his sales force. Spectrum Brands (Spectrum), a global consumer products company formerly known as Rayovac Corporation, had made a number of acquisitions to diversify and expand its product and brand portfolio. With these changes, Spectrum had become a leading supplier of consumer batteries, lawn and garden care products, specialty pet supplies, and shaving and grooming products. The vice president of sales and marketing was charged with the task of creating a national sales force from the teams of the newly merged companies. Knowing the importance of the sales function to each of these companies, he wanted to ensure, despite the differences among the diverse groups, that he still maintained a team which would effectively and efficiently continue to increase the sales of each business unit.
 
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Case Solution for Worldwide Equipment (China) Ltd.: A Sales Performance Dilemma

Complete Case details are given below :
Case Name :      Worldwide Equipment (China) Ltd.: A Sales Performance Dilemma
Authors :           June Cotte, Alan Wenchu Yang
Source :             Ivey Publishing
Case ID :            902A28
Discipline :        Marketing
Case Length :    19 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Worldwide Equipment Ltd. is one of the world’s largest manufacturers of heating, ventilating, and air-conditioning equipment. The Beijing regional sales manager has just heard that the sales performance of his office ranked the lowest among the sales offices in China. As a result, the Beijing sales force will not receive their year-end bonuses unless the situation can be turned around quickly. The regional sales manager must determine whether the sales management process or a recent new hire on the sales force, whose hiring was strongly suggested by the manager’s boss, are to blame for the poor sales performance and how to keep the situation from recurring.
 
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