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90 views

SADMA

Uploaded by

dhanushh
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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SADMA Case study 1: Term 5, Section A & B-Nov 2024

Pai's Bakery: Reassigning Sales Territories- HBPS-IVEY Case Study


Case Summary:
Pai's Bakery was a 30-year-old family business based in Belagavi, in the southern
Indian state of Karnataka. The owner was working on a sales territory realignment
plan in response to complaints from the company's sales team. Sales representatives
claimed that their wages were not proportionate to their efforts and that productivity
was hampered by poor territory planning and restrictive business policies. The Pai's
Bakery owner wanted to address the sales representatives' concerns and improve the
company's relationship with all retail outlets to achieve key business objectives. Based
on these priorities, she prepared a realignment plan for the sales territories. However,
she was surprised by the negative reaction of the sales representatives, who opposed
the new plan. Pai's Bakery had to find a mutually beneficial path forward immediately
to avoid serious damage to the company's business operations.

This case delves into various practical aspects of sales force management, territory
design, sales force compensation issues, and the conflicts that arise between the
salesforce, management, and the retail network. After working through the case and
assignment questions, all the group members will be able to understand sales
challenges and priorities in various contexts of a real-life working atmosphere. Your
understanding of key considerations in sales territory design and the relationship
between it and sales force compensation will improve. You will also have the ability
to assess and comprehend the advantages and disadvantages of realigning the sales
territory.
Please read the case mentioned above, discuss it with your group members, and come
up with answers for all four questions provided below. Everyone in the group must
read all the case exhibits, which are cited in the case documents, to understand the
case's complexities. Please remain inside the case frame while discussing this case,
and never try to refer to ChatGPT or internet sources for this case study, as this is a
real-life situation and all of you will encounter similar scenarios in your work life.
Hence, read the entire case individually and discuss the same with your respective
group members and use your professional management skills to come up with suitable
answers to the case questions.

All group members must collectively devise suitable answers for these four questions
and submit both the written answers and the PowerPoint presentation by 9 AM on
Sunday, 17th November 2024, without fail. I will evaluate each group's case
analysis out of 5 marks and ask the top-scoring team to present their analysis
during the next SADMA class on November 18, 2024, for 15 minutes. SFC’s must
coordinate with all the groups and group leaders from time to time and collect these
documents on or before the due date, put them in a folder, and send them to me by e-
mail by not later than 10 AM on Sunday, 17th Nov 2024.
Case analysis questions:
Q1. What are Jyotsna Pai’s objectives in her sales territory realignment plan?
Q2. Analyze the company’s current compensation and territory plans and how
they are related.
Q3. Critically evaluate Pai’s approach in terms of the realignment plan
developed by her for the sales territory in order to address the sales team’s
concerns.
Q4. Recommend an appropriate methodology and sequence of steps to be
followed to successfully implement the territory realignment plan so that a
mutually beneficial path can be followed for the success of Pai Bakeries business
in the future.

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