Maureen Frye at Quaker Steel & Alloy Corporation

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Ernesto Burguera Alejandro Estrada Wilmer Marquez Ignazio Russo Alexander Valdes . Team # 3 Sales Management at Pilgrim Drug 1. Whether or not Pilgrim’s salespeople in the Syracuse district should be redeployed into new territories – and if so, why? Pilgrim’s salespeople in the Syracuse district should be redeployed into new territories otherwise Thomas will not accomplish his…show more content…
The percentage of active accounts per rep gives you an idea of how effective every salesperson is at covering their given territory and the accounts assigned. Some reps performed better on smaller territories while others can handle a larger mixture of accounts. Another criteria to consider when deciding to redeploy is the total active accounts per sales rep. At least two of the youngest sales reps sold more than half of the season reps. While it is true that their territories are smaller, the number of active accounts in comparison to the other reps is equal to or higher. This provide insight to their personal selling potential. Redistributing accounts to these reps would be key in improving overall performance of the Syracuse Division. 3. if you elected to redeploy, which salespeople – and be specific – got which territories? Nelson- St. Lawrence, Jefferson, Oswego (Remained constant to avoid employee dissatisfaction) Miller- Wayne,Seneca, Cayuga (Experienced enough to generate more effective returns in area where Harrington is doing okay since she is still a work in progress) Murray- Lewis (smooth salesman should have no problem building rapport with Brooks long time customers) Simpson- Chenango, Broome, Tioga ( Valid candidate to take over Millers accounts is both experienced and popular with customers) Taylor- Oneida, Herkimer, Onondaga ( Should have no problem increasing sales in area of which Donnelly has been overwhelmed by) Howard-

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