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
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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
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Falling Sales in Territory; Candy Enterprise
Students Name
Institution affliation
Course
Date
FALLING SALES IN TERRITOTY
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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
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