The vice president of sales is deciding whether to promote J. Steaphen or Steven Bellach to area sales manager. J. Steaphen has been a top performer for 5 years but lacks field experience, while Steven is good at building customer relationships from his 6 years of field experience. Both candidates have strengths to offer, so the vice president is considering retention strategies like allowing J. Steaphen to oversee sales training or planning to keep her motivated.

1. Case study: Sales and
distribution management
Presented by:
Snehal Bawre

2. The case is about a Company which has seen a fantastic growth during the
past years.
I being the Vice President of Sales has recruited 10 persons in the sales team
and at the same time felt the need to promote one of the senior reps to the
Area Sales Manager and also want to retain both of them.
I am in the dilemma about whom to promote out of my two good sales reps
Overview Of The Case
J.Steaphen and Steven Bellach.
J. Steaphen : Persistent in her work. President’s club member since
5 years. Inspirational and have some good leadership qualities.
Often asked to plan sales meetings.
Steven Bellach : Good at building Customer Relationships.
Supportive and Suggestive.

3. Skills Of An Efficient Sales Manager

4. Overall Company’s
Expectation
o Fantastic growth of the company
o Sustainability
o Maintenance of records & budgets
o Company treats all as…ONE!
o High sales growth
o Ultimate customer satisfaction
o Relationship building

5. LACK OF FIELD EXPERIENCE.
HABIT OF NOT LISTENING “NO”.
NOT THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS.
20/80 RULE
Why Not J.steaphen

6. Customer Relationship Builder
Supportive
Innovative
Detailed oriented
6year’s experience with the ”FIELD
FORCE”
Sales reports are always perfect & on time
WHY STEVEN

7. RETENTION STRATEGIES
TO BE FOLLOWED
• Offered to be the trainer of the sales
people.
OR
She has been asked to be the head of the
“SALES PLANNING MEETINGS”
Offered to be the trainer of the sales people.
OR
She has been asked to be the head of the
“SALES PLANNING MEETINGS”