Spectrum Brands Inc The Sales Force Dilemma Case Study
Review the Spectrum Brands, Inc. Case Study located in the cases section of your textbook. Drawing on materials in the textbook and your own scholarly peer-reviewed research, describe your views on the major sales management issues facing the corporation. Write a 1,400-word case study analysis using the 8 Step American Management Association (AMA) Problem Solving and Case Analysis Process
Step 1 – Review the Case and Identify the Relevant Facts
Step 2 – Determining the Root Problem
Step 3 – Identifying the Problem Components
Step 4 – Generating Alternatives
Step 5 – Evaluating Alternatives
Step 6 – Choose an Alternative
Step 7 – Implementation Plan
Step 8 – Alternative Choice
Some issues to discuss in the Major Project:
1. Assess the Spectrum organization and each of the markets in which the company now operates.
What are the key elements from each industry about which Falconi should be concerned?
2. Given the markets the company is operating in, what is the best structure for the sales force?
How did you decide?
3. What major problems might you encounter with your new sales force structure as it relates to both external factors (customers) and internal factors (employee reactions)?
4. Create an implementation plan for your new sales force structure, including how you will deal with the human issues involved and the importance of ethical leadership in sales management.
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