Realigning Sales Territories at Garrick Oil and Lubricants

Description

Realigning Sales Territories at Garrick Oil and Lubricants: Abstract

This case presents the challenging situation facing Jonathan Wiley, a fresh MBA graduate who has recently been appointed regional sales manager (RSM) of the Northern Ontario sales region of the Canadian subsidiary of Garrick Oil and Lubricants (GOAL). Wiley has to make a decision regarding the allocation of geographical territories to four territory sales managers – Tom, Ben, Melissa, and Jim – who report directly to him.

Teaching objectives

To expose students to a real life sales management decision situation in which students can see the complex inter linking of several issues; including leadership, sales force motivation, sales force organization and customer relationship issues.

Main themes covered

• Sales management
• Sales leadership
• Motivating sales people
• Sales force organization
• Customer relationship management

Concepts and theories related to the case

• Sales force organization
• Sales force motivation
• Sales leadership
• Sales career stages
• Career planning/succession planning

Additional information

Teaching notes are available for professors. Contact the HEC Montréal Case Centre.