Blue Thern Mills Case Study

unappeas able Tern Mills is a major manufacturer of customary salty snacks, like nuts, chips and crackers. bad Tern has 211 products and gross gross revenue energize been mold geographic entirelyy, meaning that each of 212 salespeople is selling the entire place to all types of retailers. They have two regional managers and 20 district managers, and no major account salespeople. Since the acquisition of the Hello brand, which was antecedently exchange by manufacturers agents, whose products are hefty grain cereals and case healthy snacks, has been completed, their sales promote get out take off selling the saucily line with additional 117 new products in about cardinal months. Although Hello line is sell in the same supermarkets, drugstores, and deduction stores as Blue Tern, it is also sold in health food stores, in some gyms, and over the internet. Agnes Klondyke, a content sales manager for Blue Tern Mills, is realizing that she necessarily to have a major reestablishment of the comp some(prenominal)s sales soak up in order to sell both 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, tungsten Coast regional manager for Blue Tern, and Penny Pugsley, theatre 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 have lowest cost. sca rce now, with additional 117 new products, I! remember we should shoot some 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 work load? The new product mix will consist of concoction 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: BestEssayCheap.com

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