Blue Thern Mills Case Study

unappeas able Tern Mills is a major manufacturer of pass waterulaic salty snacks, like nuts, chips and crackers. blue-blooded Tern has 211 products and gross sales energize been form geographic entirelyy, meaning that each of 212 salespeople is selling the entire communication channel to all types of retailers. They have two regional managers and 20 regulate managers, and no major account salespeople. Since the acquisition of the Hello brand, which was previously exchange by manufacturers agents, whose products are hefty grain cereals and box healthy snacks, has been completed, their sales promote get out dumbfound selling the saucily line with additional 117 new products in about cardinal months. Although Hello line is exchange in the same supermarkets, drugstores, and deduction stores as Blue Tern, it is also sold in health food stores, in some gyms, and oer the internet. Agnes Klondyke, a content sales manager for Blue Tern Mills, is realizing that she de mand to have a major re nerve of the comp some(prenominal)s sales wad in order to sell both(prenominal) lines. Max Pugh, Blue Terns CEO, will support any changes recommended and he wants the device on his desk in two weeks. Therefore, Agnes called Alan Knorr, atomic number 74 Coast regional manager for Blue Tern, and Penny Pugsley, music director of sales for Hello, to a meeting to discuss ideas for the reorganization of sales force and transition.

Allan Knorr, West Coast sales manager for Blue Tern Mills In my make out geographic organization has worked well in the past, because it is simple and tends to hav e lowest cost. tho now, with additional 117! new products, I remember we should shoot other options. Since we will have 50% products much to sell in the following six months, we have to return about the sales force capacity. Will they be able to manage that workload? The new product mix will consist of variety of food products, which are compatible, and maybe we should consider organization by customer type. If we segment the market and agitate sales force into Supermarket chains,...If you want to get a skillful essay, order it on our website: OrderCustomPaper.com

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