Hanover-Bates Chemical Corporation

Question One: Identifying the Key Issues Prior to examining the case of the Hanover-Bates chemic Corporation, we have identified the following problems. Firstly, Hanover-Bates filled the position of their pertly stark(a) gross revenue motorcoach, in the Northeast regularize, with an individual (Jim Sprague) who has much less(prenominal) ingest then many sales representatives at nucleus the firm. Hanover-Bates views this as a good investment because their previous sales conductor retired. Hiring Sprague ensures they will non have to repeat the hiring process at heart the next three years due to retirement. However, this placement resulted in on-going discussion between both territory and corporate headquarter employees and therefore has Hanover-Bates best sales representative (Hank Carver) threatening to quit. Secondly, the Northeast district has very poor profit performance compared to other districts at heart the firm. They are non making their sales quo ta and are not utilizing the opportunity of potential future accounts. In addition, within the chemic industry, customers perceive minimal quality differences among products. With this being said, we believe tilt is very high and it is important to have a sales force producing the best of their ability.   Question Two: Northeasts Performance Vs.

Other Districts Hanover-Bates Chemical Corporation has divided their nut up sales territory into seven districts, four of which, were not qualified to meet their sales quota in 2000. One district that was not able to meet their sales quota was District 3, the northeastward dist rict, which has a newly appointed manager, J! im Sprague. The other districts that did not stumble their sales quota in 2000 fell little(a) by 3% art object the northeast district fell short of their sales quota by almost 7% (Appendix 1). This is a mammoth deficit, especially when compared to the northern districts performance. They exceeded their sales quota by 14%.Regarding gross actual profit respective to the gross...If you compliments to get a full essay, order it on our website: BestEssayCheap.com

If you want to get a full essay, visit our page: cheap essay