Hanover-Bates Chemical Corporation Case Study Example | Topics and Well Written Essays - 500 words

Hanover-Bates Chemical Corporation - Case Study Example District 1, 2 and 7 performances got little profits as they surpassed their gross profit quote a little (Spiro, et. al, 2008). The performance of northeast district as compared to other districts is constantly low. Other districts performed better than the set target or a little low, while northeast district performed very low. The sale of the northeast district is high, but profits are low if it is accessed in comparison with northeast central (Spiro, et. al, 2008). So, in totality, northeast district is continuously performing low as compared with other districts. Jim Sprague is quite less experienced as the new sales manager of the northeast district. However, the company’s management has trust in his skills. Hank Carver, an experienced and appreciative sales representative is interested to quit his job. The northeast district has poor performance and is unable to meet the gross profit quote. The district is not capable take benefit of potential future accounts. Their sales representative pay expenses are higher as compared to other districts. The sales representatives of northeast district have elevated own selling operating expenses. Northeast district is short of paying attention to major and medium ranged accounts (Spiro, et. al, 2008). Management’s role in improving poor performance in the northeast district is very crucial. The management should support Jim in his task by appointing supporting experienced assistant. There should be a biyearly analysis of the district in comparison with other districts. There should be incentives for outclass performers to motivate sales reps. The management should be revise its standards for the poor performing districts. Jim Sprague should install a monitoring system for the evaluation of expenses related to sales representatives (Spiro, et. al, 2008). He should conduct meetings to inform the sales reps about their elevated salaries in comparison to the sales reps of other districts and