MKT6009
SALES & DISTRIBUTION MANAGEMENT
Battlefield Furniture Group Inc.
◦ Agent of Battlefield for two and half years
◦ Territory assigned : New England
◦ Extensive sales development work
◦ Good reputation
“Problem of Missing Man”
Problems seen Root Cause
Lost largest and most prominent account in New England :
Ken Smith
• Decline in Battlefield sales
• Let go floor display and retail-training of Battlefield
lines
• Later in October, dropped Battlefield’s lines
No devotion of time
No frequent visits
Increasing difficulty in contacting Irons
• Memos went unanswered and nil telephone contact
Personal (Marital) problems
Relocation
Inquiry from Battlefield Controller and American express
• Owed the company more than $1900
• Owed American express $2500
Financial problems
Positive things of Iron’s performance
o Good rapport with buyers
o Sales volume grew rapidly
o Exceeded quota despite loss of large account
Alternative 1 of Rhoads
Indicate complete support to Irons and allow him to work out his
problem at his own pace
oIt would repeat the same problems in the past
oAlready kept much patience