6.2 :Midwest Medical Equipment Corporation - Case Study Example

MIDWEST MEDICAL EQUIPMENT CORPORATION Corporate decisions are important for achieving not just short term goals and objective but long term ones as well. In a normal marketing organization such as Midwest Medical Equipment Corporation, several corporate decisions are expected to surface each passing day. One of such typical decisions has to do with the realignment of existing territories. Presently, the very first evidence that there is the need for realignment of territories has to do with the fact that some of the territories are too large for the number of sales force available in managing them.

In marketing, the amounts of call made on each account are very important to ensuring patronage and continuity of service (Jordan, 2009). However, given the present situation, it would be realized that because of the size of the territories, not enough calls are made by the sales force. What is more, because there are large territories for the sales forces to deal with, the sales forces are automatically burdened with several accounts to handle in a day.The determination of how the readjustment of the territories should be made; and the number of sales representatives needed is directly linked to the current problem, which has to do with large territories with several accounts for fewer sales representatives to handle.

With this problem identified, it would be said that the readjustment should condition halving the size of each existing territory. By so doing, there need to be double of the present territories. The division of each existing territory should however be done with the number of accounts in mind. As much as possible, there should be a balance so that each sales representative would have to handle the same number of accounts. More over, it is strongly recommended that eight (8) sales representatives be introduced to cater for the doubled size of number of territories.

Finally, in the allocation of territories to representatives, proximity should be considered to that sales representatives can be allowed more time for calling on their assigned accounts (Creswell, 2009).CITED WORKSCreswell, John. Research design: Qualitative, quantitative, and mixed methods approaches (3rd ed.). Thousand Oaks, CA: Sage Publications. 2009. Print.Jordan R. Thomas. Quotas of Marketing Research Methods. Glorious Publications Limited: London. 2009. Print.