A manufacturer of exercise equipment, StepSmart Fitness, is experiencing a sweeping reorganization. The new CEO has eliminated Regional VP and the District Sales Manager and boosted 30-year old Benjamin Cooper to manage the New England district that was underperforming. A first-time manager free of one to train him or explain the reasons for the district's underperformance, Cooper has 10 weeks to diagnose the dilemma and make recommendations that will ensure a reversion in the territory in less than 16 months.
Then he should make decisions about probation or termination for current employees, the hiring of further salespeople, means to boost productivity, and potential new methods of evaluating salesperson operation. He is set to present his decisions to his additionally-just-named supervisor, the Regional VP for the Northeast, in a few days.
StepSmart Fitness case study solution
PUBLICATION DATE: January 06, 2014 PRODUCT #: 914509-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
Ontela PicDeck (B): Customer Segmentation Targeting and Positioning
Ontela PicDeck (A): Customer Segmentation Targeting and Positioning
Communispace
Hass Shoes
Aetna Inc.: Managing Inherent Enterprise Risks Through Stakeholder Management (A)
Miracle Life Inc.
LG Electronics Canada Inc. – The Watch Phone
Note on Test Marketing
Storm Gudrun: Managing a Crisis
Wheres the Fine Print Advertising and the Mortgage Market Crisis
