Sales Management Case Study

Case Study
September 30, 2019
Marketing & Sales
Sales, Sales Management, direct selling, business level strategy, industry segment analysis, strategy development, new venture strategy
Area of Study: 
Business and Management
Target Audience: 
Undergraduate Students
Pay what you want (Suggested amount is $25.00)
Average rating: 

This case involves a hypothetical company, ENRGY Systems and is presented in eight parts. Each part examines an aspect of sales management (e.g. market segmentation, prospecting, territory planning, customer interaction, sales force automation, etc.). Cases require students to assume the role of a Regional Sales Manager (RSM) and involves developing presentations or report writing for their boss, the VP of Sales. The case is an authentic representation of a middle market-sized technology company with a 26 person sales force and the associated issues that it might confront.