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Milford

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1) Is there a problem with the Capital District?

Yes, definitely I see the problem with the Capital District. Though the area has good potential for the sales but the sales are not growing as it should have been. The sale growths in the capital district were low as compared to the regional and country wide sales. For example from 1980 to 1982 the average sales growths in U.S were 11.1%, the region average growth was 12.0% and the capital district average growth was only 6.5%. The moral among the sales people is also quite low and high turnover. The average sale per salesperson in U.S is $2, 04,000 and the average in the district is only 62% of the U.S average sale. Oates predecessor Sam was not an efficient manager resulting in lack of control and indiscipline. Mr. Oath has been recently promoted to the district sale manager and the regional sales manager Mr. Falzarano who was also responsible for the Capital district is going to leave the following week to take a new position. Mr. Oath has got little help or guidance from his managers during his transaction.
2) Which salespeople are not performing as they should?

Caplan: He is not a hard working guy and does not show much interest. Appendix 1 shows that he is not successful in pushing the sales in the Active Account. His sale/Active account ratio was one of the lowest
In the Appendix 2 his active account/potential account ratio is not the good. Also in Appendix 3 it is clear he is one of the expensive sales guy as his cost per $1000 sale is one of the highest.
From the case I see that the most of the salesperson are having some issues which is effecting their sales potential. I have identified four salespeople who are underperforming and immediate action is required from the management.

Alderson: He does not seem to be so much aggressive in his sales. In the Appendix 1 it is clear that he

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