This document summarizes a sales force dilemma case presentation. It analyzes the different industries and markets a company operates in, including battery/lighting, shaving/grooming, pet supplies, and lawn/garden products. It considers factors like sales cycles, growth rates, distribution channels, and brand portfolios to develop a recommended national sales force structure. The recommendation is to have one country head who acts as a mobile brand manager to oversee the different product lines and markets.

1. Sales force dilemmaHBR case Presentation by – Group 4/Mkt. 3

3. JayeshSoni

4. AbhinavMishra

8. Major sales during Christmas

9. Annual 1-2% growth

10. Rayovac

11. Shaving, grooming &Hair care products market

12. Major sales during Christmas, fathers/mothers’ day

13. Annual 3-4% growth

15. Stable sales throughout year

16. Annual 6-8% growth

17. United/Tetra

18. Lawn, Garden & Insect control products supply market

19. Major sales during first six months, climate dependent

20. Annual 4-5% growth

22. Geographical locations

24. Control over distribution channel

25. Extended brand portfolio

26. Maintaining relationships

27. Limited time and resources

28. Focus on building retail strength

29. Focus on continuous growth

30. Managing sales force as per sales cycles

31. Creating synergies

32. Organizing as per locations

33. Product & market expansion

35. Recommendedsales force structure 1 Country head 1 Country head

36. Recommendedsales force structure 1 Country head = Mobile (Brand Manager)

37. Thank you! Presented by – Group 4 Mkt. 3