Sales Manager

Sales Manager  CAST STUDY  solution

Read the following case carefully and answer the questions given at the end :

As a Sales Manager of SAL PVT. LTD, a new company manufacturing and marketing aluminium extruded products, such as doors, windows, partition aluminium frames, etc. is targeting both the household and institutions in the domestic market. The factory is located in Karnataka. Having discussed and decided with the CEO to initially focus sales and diskibution efforts in Southern regiory consisting of Karnatak4 Tamilnadu, Andhra Pradesh and Kerala, |ou have been assinged the crucial task of designing the sales territories to optimally cover the aforesaid four Southern States.

Questions

(a) How would you go about your task in designing the sales territories ?

(b) What major oiteria.would you keep in mind in assigning Sales persons to different territories ?

(c) Discuss some of the non-financial motivators that you can use for motivating the sales force