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Puritan Case

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Submitted By mrpena
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1. Thomas should call his team for a meeting to boost group morale. Talk to them and express his consideration and respect to all sales reps. Make the tem-members feel important, because the company’s success rely on their actions to make it happened. Also, he should explain how is Syracuse’s division performance in comparison with the rest of the company’s divisions, so they can perceive how the sales need to grow.

2. Sales force’s meeting in a regular basis are highly recommended to try to identify problems and weaknesses. It is important to have everybody’s opinions, suggestions, and recommendation on how to solve the issues to find new ways to push sales.

3. Encourage teamwork and trust among the group members. Organizing trust building exercises and team activities.

4. Thomas should persuade Brook to stay in the company, considering he is a valuable and experienced employee with a long trajectory in the company. Brook experience can help to coaching trainees in their weakness and to teach them about the local market behaviors and territory characteristics. 5. It is necessary to set goals to reach corporate sales and service objectives. This can be implemented by offer reward and recognition. Certificate/awards distributed for members who have been instrumental in team’s success. This is also acts are motivator to others to try and achieve that award which means they would work harder at their individuals roles in the team.

6. I propose to make two focus groups. The first one dedicated to protect and develop existing accounts and the second one, dedicated to build market share, developing new business.

7. Before any territory redistribution take place, it is necessary to identify and analyze the number of present and potential accounts in the distribution areas to reevaluate the accounts assigned to each rep, to assure the company is

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