Analyze the Marketing case study

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wna10lbunan

Business Finance

Description

Analyze the case

Please read case 3 starts from page 338 to 343 (The book is attatached)

I have attached an example…..Just follow it

And this is a brief explanation of the case and what should contain….

1. Problem Statement

2. Situation Analysis – 5C’s

3. Alternatives

4. Recommendation

5. Implementation


2. The situation analysis is like that:

Company:

Competitive advantage

Product/market position

Firm strategy & culture

Sales process

Sales structure, skills, compensation

Implementation & evaluation

Customers:

Buying process/cycle

Benefits sought/needed

Competitors:

Same as company

Collaborators:

Competitive advantage

Complementary benefit proposition

Context:

Culture

Legal/political

Technology

Unformatted Attachment Preview

2015 Avaya Case GLOBAL SALES MANAGEMENT RICARDO CASTRO Professor Gonzalez | Thunderbird School of Global Management Appendix 1 Appendix 2 Global Maerketing Operations Buying Process Strategy & initiatives Needs and requirements Marketing Integrated Mktg Impresions Joint Sales Feed Marketing Joint Evaluate options Feed Sales Sales and indirect partners Resolve any issues Negotiate Implement Asses solution Select agreements solutions outcomes Learn Learn Managers Learn Joint Sales Overlay sales force Managers workforce Sales workforce Joint Areas involved: Marketing Organization Integrated Marketing Global Maerketing Operations Regional Marketing Global Sales Enablement Marketing Funnel Impressions Solicits Responders Leads Implementation Goal The Buying Process SalesFunnel Demand Generation Leads Develop a business strategy and define initiativesQualified Leads Determine needs and requierements Proposal Evaluate options Pre-contract Select soluctions and evaluate risk Close Sales Resolve issues and concerns Negotiate agreements Implement solution and asses outcomes Initiatives Indirect partners mkgt must work withsales Overlay sales force Part of the analysis:
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Explanation & Answer

Hi there,Kindly have a look on the attached file for a complete response to your question. Feel free to let me know in case something needs my attention.Regards,Talia😃

Running Head: FALLING SALES IN TERRITOTY

1

Falling Sales in Territory; Candy Enterprise
Students Name
Institution affliation
Course
Date

FALLING SALES IN TERRITOTY

2

Problem statement:
Candym wholesaler enterprise faced a problem of underperformance in territory #61 in
west Toronto. During their meetings it was discovered that the performance of west Toronto was
not at par with the east Toronto counterparts #60. This problem was highly linked with a major
decline in the sales of one major product line. With a prime selling event approaching in January,
Brian Matheson the president and founder of Candym Enterprises had a quick decision to make.
Situation analysis:
Company
Candym enterprise is a Canadian company that was established on the basis of exporting
and importing giftware items. Its main office is located in Mahtra Ontario with a warehouse and
a distribution and distribution center. As the company grew the organization decides to split the
company into two companies; Candym enterprises and Accent imports. The two were managed
as one entity though with different tasks. The two companies had one rep each except for limited
territories which forced each rep to carry the products from both companies. Accent imports
product line include Pine Ridge art calendars, Nutcrackers Designs, Boston Warehouse décor ,
custom throws, as well as Riddle and Companies trappers.
Candym enterprise products include GUND and baby GUND plush toys, TAG home
decors and accessories Rosemary& time guidelines among others. Candym was the only
company allowed to distribute these products to its retailers as they were the only exclusive right
holders in Canada. These rights played a crucial role especially for popular products such as
GUND and TAG Home decors. Any Canadian retailer who wished to participate in the sale of
these products had to buy them directly from the Candym enterprise. The enterprise has three

FALLING SALES IN TERRITOTY

3

po...


Anonymous
Great content here. Definitely a returning customer.

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