Buddy's Snack Case

1862 WordsFeb 25, 20128 Pages
Buddy’s Snack Company Case Study Report Index 1. Introduction………………………………………………………………….……3 2. Case study descriptions……………………………………………………….…..4 2.1 Buddy’s Snack Company………………………………………………4 2.2 Lynda Lewis……………………………………………………………4 2.3 Michael Benjamin………………………………………………………5 2.4 Kyle Sherbo…………………………………………………………….5 3. Questions & Answers…………………………………………………………….6 1. Introduction This case study is about Buddy’ Snack Company in the period of started on the third generation of management. The company has a lot of experience as it was started in 1951, so more than 50 years since it had been operational. The case mention on 3 persons. The first person is Lynda Lewis is a very laborious…show more content…
After all, she exceeded the sales quota from the previous quarter yet had not received a “thank you” or “good job” for those efforts. The entire experience has left Lynda unmotivated and questioning her future with the company. 2.3 Michael Benjamin Michael is happy to have his job at Buddy’s Snack Company, although he really doesn’t like sales work that much. Michael accepted this position because he felt that he wouldn’t have to work hard and would have a lot of free time during the day. Michael was sent to coaching mainly because his customer satisfaction reports were low; in fact, they were the lowest in the company. Michael tends to give canned presentations and does not listen closely to the customer’s needs. Consequently, Michael makes numerous errors in new sales orders, which delays shipments and loses business and goodwill for Buddy’s Snack Company. Michael doesn’t really care since most of his customers do not spend much money and he doesn’t think it is worth his while. There has been a recent change in the company commission structure. Instead of selling to the warehouse stores and possibly earning a high commission, Michael is now forced to sell to lower-volume convenience stores. In other words, he will have to sell twice as much product to earn the same amount of money. Michael does not think this change in commission is fair and feels that the coaching session will be a waste of time. He feels that the other members of the sales team are getting all

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