DivyaYadav 13P020 Tejaswi Kalisipudi 13P052 Vidushi Garg 13P055 Vikas Guleria 13P056 Context The Syracuse division was performing below the median and the mean from of other pilgrim divisions Brooks was retiring giving Thomas the opportunity to reassign individual accounts among the divisions Sales Reps Through reorganization, Thomas wanted to double Pilgrims share of the Syracuse area wholesale drug business from 20% to 40% Robert Jackson had concerns about reassignments damaging sales force morale Thomas is faced with a possible sales rep revolt because of his proposed territory reorganization
Problem Reassigning Brooks Territories between Nelson and the newer sales reps Considerations : Sales force morale Selling expenses Increase in sales Sales Rep Analysis SALES REP ABILITY INDEX EVALUATION Nelson 0.36
Earnest, Conscientious and Hard working. Needs to update merchandising method Miller 0.092 Even tempered , Cooperative Simpson 0.24 Continuous complaining about trivial matter Murray 0.34 Excellent sales rep and relationship with Schultz Not in alignment with Thomas Taylor 0.424 Ambitious & aggressive ,Remarkable output (Generated sales of $50,000 from revival of 6 hospital accounts) Howard 0.244 Increased Sales each year using Thomass merchandising techniques Donnelly 0.115 Too large territory to handle, Needed proper guidance Harrington 0.212 Potential to become an excellent sales person V e t e r a n s
N e w
Alternatives The accounts requested by Nelson given to him and the rest given to Taylor Brooks accounts equally divided between Nelson and Taylor Geographic Distribution : Nelson gets St. Lawrence, Jefferson and Oswego Taylor gets Lewis, Onondaga and Oswego
Alternative 1 County Brooks Sale Market Potential Nelsons Estimated Sales Increase in Sales Jefferson 610,600 2,269,888 817,160 206,560 Oswego 1,479,250 5,499,071 1,979,665 500,415 % Sales increase 34% County Brooks Sale Market Potential Taylors Estimated Sales Increase in Sales Jefferson 119,572 444,506 188,470 68,898 Oswego 370,054 1,375,665 583,282 213,228 Lewis 432,072 1,606,216 681,035 248,963 % Sales increase 58% Combined Sales Increase : 41% Alternative 2 Sales Rep Brooks Sales Market Potential Estimated Sales Increase in Sales Nelson 1,505,774 5,597,673 2,015,162 509,388 Taylor 1,505,774 5,597,673 2,373,413 867,639 % Sales increase 46% Total Territory Sales : 3,011,548 Market Potential: 11,195,346 Sales Increase : 46% Alternative 3 County Brooks Sale Market Potential Nelsons Estimated Sales Increase in Sales Jefferson 730,172 2,714,394 977,181 247,009 Oswego 1,479,250 5,499,071 1,979,665 500,415 % Sales increase 34% County Brooks Sale Market Potential Taylors Estimated Sales Increase in Sales Lewis 432,072 1,606,216 681,035 248,963 Oswego 370,054 1,375,665 583,282 213,228 % Sales increase 58% Combined Sales Increase : 40% Recommendation Alternative Sales Growth (%) Morale Territory Clashes 1 41 N T Least 2 46 N T High 3 40 N T Medium Geographic Distribution : Nelson gets St. Lawrence, Jefferson and Oswego Taylor gets Lewis, Onondaga and Oswego