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? Chapter 10 (pg. 235): Management Skills Application Exercise1. Place yourself in the position of a CEO who is contemplating a reorganization of your company and hasreceived conflicting opinions from two of your trusted reports. Presently you are a wholesaler with 45regional warehouses who acquires products from manufacturers and distributes them to retailers andservice establishments. You have over 100,000 SKUS (stock keeping unit) ranging from ACE bandages toZiploc bags. You have 825 field-based sales representatives who represent all the products within ageographic area.One of the ideas that has been brought up by the vice president of marketing is to specialize thesalesforce into three groups, fashion retail, general retail, and services. Basically, individual salesrepresentatives would be able to specialize with greater expertise and product knowledge to better servecustomers. The vice president of sales fears that many of her salespeople will leave due to the expandedgeography that this change would require.What process would you take to address the concerns of your managers? How would you implement theplan? What customer considerations would you need to address?

The process of managing the flow of merchandise From the initial selection of design to be produced…

Answered: Place yourself in the position of a CEO…

Practical Management Science

6th Edition

ISBN:9781337406659

Author:WINSTON, Wayne L.

Publisher:WINSTON, Wayne L.

Chapter2: Introduction To Spreadsheet Modeling

Section: Chapter Questions

Problem 20P: Julie James is opening a lemonade stand. She believes the fixed cost per week of running the stand...

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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?

Chapter 10 (pg. 235): Management Skills Application Exercise
1. 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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