Place yourself in the position of a CEO who is contemplating a reorganization of your company and has received conflicting opinions from two of your trusted reports. Presently you are a wholesaler with 45 regional warehouses who acquires products from manufacturers and distributes them to retailers and service establishments. You have over 100,000 SKUs (stock keeping unit) ranging from ACE bandages to Ziploc bags. You have 825 field-based sales representatives who represent all the products within a geographic area. One of the ideas that has been brought up by the vice president of marketing is to specialize the salesforce into three groups, fashion retail, general retail, and services. Basically, individual sales representatives would be able to specialize with greater expertise and product knowledge to better serve customers. The vice president of sales fears that many of her salespeople will leave due to the expanded geography that this change would require. What process would you take to address the concerns of your managers? How would you implement the plan? What customer considerations would you need to address?
Place yourself in the position of a CEO who is
contemplating a reorganization of your company
and has received conflicting opinions from two of
your trusted reports. Presently you are a wholesaler
with 45 regional warehouses who acquires products
from manufacturers and distributes them to retailers
and service establishments. You have over 100,000
SKUs (stock keeping unit) ranging from ACE
bandages to Ziploc bags. You have 825 field-based
sales representatives who represent all the products
within a geographic area.
One of the ideas that has been brought up by the
vice president of marketing is to specialize the
salesforce into three groups, fashion retail, general
retail, and services. Basically, individual sales
representatives would be able to specialize with
greater expertise and product knowledge to better
serve customers. The vice president of sales fears
that many of her salespeople will leave due to the
expanded geography that this change would
require.
What process would you take to address the
concerns of your managers? How would you
implement the plan? What customer considerations
would you need to address?
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