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Pai’s Bakery: Reassigning Sales Territories
內容大綱
Pai’s Bakery was a 30-year-old family business based in Belagavi, in the southern Indian state of Karnataka. The owner was working on a sales territory realignment plan in response to complaints from the company’s sales team. Sales representatives claimed that their wages were not proportionate to their efforts and that productivity was hampered by poor territory planning and restrictive business policies. The Pai’s Bakery owner wanted to address the sales representatives’ concerns and improve the company’s relationship with all retail outlets to achieve key business objectives. Based on these priorities, she prepared a realignment plan for the sales territories. However, she was surprised by the negative reaction by the sales representatives, who opposed the new plan. Pai’s Bakery had to find a mutually beneficial path forward immediately to avoid serious damage to the company’s business operations.
學習目標
This case is suitable for courses that discuss sales force management, territory design, and sales force compensation issues at both the undergraduate and graduate levels. After working through the case and assignment questions, students will be able to:<ul><li>Understand sales challenges and priorities in various different contexts.</li><li>Appreciate key considerations in sales territory design.</li><li>Understand how sales territory design and sales force compensation are related.</li><li>Evaluate the costs and benefits of sales territory realignment.</li></ul>