Sales Management Case Study
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.