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Sales Force Delimma Spectrum Brands

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A detailed analysis of Sales force dilemma - Spectrum Brands Prepared by - Jayesh Soni & Alok Rathi

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Sales Force Delimma Spectrum Brands

  1. 1. Sales force dilemmaHBR case<br />Presentation by – Group 4/Mkt. 3<br />
  2. 2. Group Members<br /><ul><li>AlokRathi
  3. 3. JayeshSoni
  4. 4. AbhinavMishra
  5. 5. NirbhayMervana</li></li></ul><li>Objectives<br /><ul><li>To analyze each of the industries in which company operates
  6. 6. To develop the national sales force structure as per the given criteria</li></li></ul><li> present i.e. year 2009<br />
  7. 7. Consumer Brands Markets<br /><ul><li>Battery & Lighting products supply market
  8. 8. Major sales during Christmas
  9. 9. Annual 1-2% growth
  10. 10. Rayovac
  11. 11. Shaving, grooming &Hair care products market
  12. 12. Major sales during Christmas, fathers/mothers’ day
  13. 13. Annual 3-4% growth
  14. 14. Remington</li></li></ul><li>Consumer Brands Markets<br /><ul><li>Specialty pet (aquatic) supply market
  15. 15. Stable sales throughout year
  16. 16. Annual 6-8% growth
  17. 17. United/Tetra
  18. 18. Lawn, Garden & Insect control products supply market
  19. 19. Major sales during first six months, climate dependent
  20. 20. Annual 4-5% growth
  21. 21. United/Nu-gro</li></li></ul><li>
  22. 22. Geographical locations<br />
  23. 23. Considerations<br /><ul><li>Total number of sales reps. 38
  24. 24. Control over distribution channel
  25. 25. Extended brand portfolio
  26. 26. Maintaining relationships
  27. 27. Limited time and resources
  28. 28. Focus on building retail strength
  29. 29. Focus on continuous growth
  30. 30. Managing sales force as per sales cycles
  31. 31. Creating synergies
  32. 32. Organizing as per locations
  33. 33. Product & market expansion
  34. 34. Training & development cost</li></li></ul><li>Availablesales force structure <br />1 C.H.<br />1<br />1<br />1<br />1<br />1<br />1<br />-1 C.H.<br />1 C.H.<br />
  35. 35. Recommendedsales force structure <br />1 Country head<br />1 Country head<br />
  36. 36. Recommendedsales force structure <br />1 Country head = Mobile (Brand Manager)<br />
  37. 37. Thank you!<br />Presented by – Group 4 Mkt. 3<br />

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