Salespeople

Case Solution for Moonka Auto: Recruiting Salespeople

Case Solution & Analysis for Moonka Auto: Recruiting Salespeople by Atul Arun Pathak, Gyanesh Mishra.

Complete Case details are given below :

Case Name :      Moonka Auto: Recruiting Salespeople
Authors :           Atul Arun Pathak, Gyanesh Mishra
Source :              Ivey Publishing
Case ID :           9B16A033 / W16486
Discipline :        Marketing
Case Length :    11 pages
Plagiarism : NO (100% Original work)
Description for case is given below :
In April 2016, the owner of Moonka Automobile, a two-wheeled vehicle dealership for Honda Motor Company Ltd., was facing some difficult decisions regarding recruitment for Moonka Automobile’s new branch in Jamshedpur, India. The owner wanted to improve the process for recruiting salespersons for this second branch. In addition to the constraints of a tight budget, limited managerial time and availability, and the need to complete the recruitment quickly, the owner’s challenges included (1) identifying the knowledge, skills, and attitude he needed to look for in potential salespersons; (2) encouraging the appropriate candidates to apply for the job opening; and (3) improving the process to be followed for recruitment. The owner certainly did not want to rush things and end up recruiting unsuitable employees, which could have disastrous consequences for the business. At the same time, he needed to get sales underway in the new branch. How could the owner balance his many responsibilities while finding the right salespersons for Moonka Automobile?
 
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Case Solution for Ledals Redistributor: Enacting Policies that Frustrate Salespeople and Customers
Complete Case details are given below :
Case Name :      Ledals Redistributor: Enacting Policies that Frustrate Salespeople and Customers
Authors :           William H. Murphy
Source :             Ivey Publishing
Case ID :            W14449
Discipline :        Marketing
Case Length :    05 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Ledals, one of the premier redistribution firms in the United States, had determined that whenever backorders occurred, the additional trips being made by delivery trucks were killing margins. Therefore, management imposed a new policy, whereby backordered items would be held until the next customer order was received and prepared for shipping.This arrangement led to repercussions, with both customers and Ledals’ salespeople frustrated with the new policy. Muted at first, but growing in volume, many members of the sales force were clearly disgruntled. What remained was figuring out how much damage was actually being done. Was it simply a predictable resistance to change that would resolve itself in the coming months? If it was a genuine problem, Ledals’ management needed to consider what, if any, actions should be taken. Ledals also had to determine whether the problem was with the policy itself or its implementation. Regardless of the cause, management had to make a decision as soon as possible about how to move forward.
 
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