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)

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.