StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...
Free

Hanover-Bates Chemical Corporation - Case Study Example

Cite this document
Summary
The company, Hanover-Bates Sales Chemical Corporation has presence in seven districts. In the year 2000, four out of seven districts were…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER94.9% of users find it useful
Hanover-Bates Chemical Corporation
Read Text Preview

Extract of sample "Hanover-Bates Chemical Corporation"

Case Study: Hanover-Bates Chemical Corporation of the of the Case Study: Hanover-Bates Chemical Corporation Performance of the Northeast District vs. Other Hanover-Bates Sales DistrictsThe current status of northeast sales district is the worst as compared to other districts as it lacks in profit performance for the company. The company, Hanover-Bates Sales Chemical Corporation has presence in seven districts. In the year 2000, four out of seven districts were unable to meet their set sales target including the northeast district.

However, northeast central district did a profitable business with high margin as compared to other districts. The northeast district’s performance was the worst as it performance 15 % low than the gross profit quota set for it. District 1, 2 and 7 performances got little profits as they surpassed their gross profit quote a little (Spiro, et. al, 2008). The performance of northeast district as compared to other districts is constantly low. Other districts performed better than the set target or a little low, while northeast district performed very low.

The sale of the northeast district is high, but profits are low if it is accessed in comparison with northeast central (Spiro, et. al, 2008). So, in totality, northeast district is continuously performing low as compared with other districts.Weak Spots in the Northeast District’s PerformanceJim Sprague is quite less experienced as the new sales manager of the northeast district. However, the company’s management has trust in his skills. Hank Carver, an experienced and appreciative sales representative is interested to quit his job.

The northeast district has poor performance and is unable to meet the gross profit quote. The district is not capable take benefit of potential future accounts. Their sales representative pay expenses are higher as compared to other districts. The sales representatives of northeast district have elevated own selling operating expenses. Northeast district is short of paying attention to major and medium ranged accounts (Spiro, et. al, 2008).Management’s Role in Improving the Areas of Poor Performance in the Northeast DistrictManagement’s role in improving poor performance in the northeast district is very crucial.

The management should support Jim in his task by appointing supporting experienced assistant. There should be a biyearly analysis of the district in comparison with other districts. There should be incentives for outclass performers to motivate sales reps. The management should be revise its standards for the poor performing districts. Role of Jim Sprague in Improving Management of His Sales RepsJim Sprague should install a monitoring system for the evaluation of expenses related to sales representatives (Spiro, et. al, 2008).

He should conduct meetings to inform the sales reps about their elevated salaries in comparison to the sales reps of other districts and should make sure that the rate of productivity should also be higher. Jim should revise the account call frequency guidelines as per the requirements of northeast district. Jim should evaluate the performance of other districts and methodologies to gain profits. Jim should transform A and B accounts into active accounts as they are supposed to be most profitable accounts for the company.

ReferencesSpiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force. (12th ed.). New York: McGraw-Hill/Irwin.

Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Hanover-Bates Chemical Corporation Case Study Example | Topics and Well Written Essays - 500 words”, n.d.)
Retrieved from https://studentshare.org/management/1625828-hanover-bates-chemical-corporation
(Hanover-Bates Chemical Corporation Case Study Example | Topics and Well Written Essays - 500 Words)
https://studentshare.org/management/1625828-hanover-bates-chemical-corporation.
“Hanover-Bates Chemical Corporation Case Study Example | Topics and Well Written Essays - 500 Words”, n.d. https://studentshare.org/management/1625828-hanover-bates-chemical-corporation.
  • Cited: 0 times

CHECK THESE SAMPLES OF Hanover-Bates Chemical Corporation

Case 3.2 Hanover-Bates Chemical Corporation

In looking at a different angle of sales a profit performance, District 3 and District 7 were compared side by side, as District 7 was the most highly revered district in hanover-bates.... This is the reason that Sprague was hired on to hanover-bates, to utilize his skills in sales and profit analyses to improve the performance of District 3 through reallocation of sales.... Although hanover-bates does not produce chemicals, it is important for their customer base to see a variable in the quality of the products that they are buying from hanover-bates versus their competition....
6 Pages (1500 words) Case Study

Political Issues in Emerging Economies

Major imports included chemical products, machinery, automotive parts, oil, electronics, transportation equipment and electrical appliances.... This paper “Political Issues in Emerging Economies” will review the political issues that the company will face.... The paper will discuss the strategies of entry into Brazil's emerging economy....
10 Pages (2500 words) Essay

The Hannover Messe

This paper "The Hannover Messe" presents is a premier business event for major corporations of the world.... New technological developments are showcased at this venue.... It is a meeting place for business leaders eager to seek new revenue lines for their enterprises.... hellip; The technical nature of products as filters to keep away casual visitors....
16 Pages (4000 words) Essay

Dell Computer Corporation and Virtual Integration

The equation was known as 'direct business model' which, eventually, proved to be expedient to Dell Computer corporation.... Make a profit of $1 from 100 persons each than earn $100 from a single person.... This statement effectively justifies the requirement of a blend in technology and information which overshadows the conventional periphery among consumers and suppliers....
11 Pages (2750 words) Case Study

An Evaluation of a Small Water Catchment

This essay "An Evaluation of a Small Water Catchment" is about an area of land that collects water and channels it into a waterway.... To understand what this means, one can imagine a funnel that collects water the entire area before channeling it.... hellip; Hence it is the area of land from which the surface water flow is drained by a receiving water body....
12 Pages (3000 words) Essay

Hanover-Bates Sales Districts

In the paper “hanover-bates Sales Districts” the author evaluates the performance of the northeast district in comparison with the other hanover-bates sales districts.... The graph below shows the actual sales figures of the northeast district and the other hanover-bates sales districts.... hellip; The author states that the graph below shows the actual sales figures of the northeast district and the other hanover-bates sales districts....
5 Pages (1250 words) Assignment

What is Phlebotomy

It is used to determine the disease process in the body so as to determine the method of treatment.... Medical assistants, also known as… Given that medical assistants normally have direct contact with patients, they ought to have excellent skills of performing venipuncture so as to leave positive Professionalism is required while medical assistants work with patients....
12 Pages (3000 words) Essay

Political Issues in Emerging Economies

The coursework "Political Issues in Emerging Economies" describes conduct business in an emerging country such as Brazil, what are the political issues you might face.... The paper describes the country and development of strategies for an international company that moves there.... hellip; This paper will review the political issues that the company will face....
9 Pages (2250 words) Coursework
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us