A sales and service vending machine business, Edge Food & Beverage (AF&B), has added an Avanti kiosk subdivision and hired a sales spokesperson to dedicate all their time to advertising the kiosk service to companies inside a particular geographical marketplace. In the beginning year of the kiosk operation, AF&B hired and fired three sales representatives whereas acquiring seven Avanti customers.
Dilemmas were exposed by a management appraisal with the promotion process as well as the lack of presentation to prospective customers. AF&B's owner contemplated the relationship between the personal selling process and AF&B's current settlement strategy for sales representatives. How could AF&B's damages strategy be altered to meet with the new emphasis on presentations of senior management, and how would the a variety of alternatives impact AF&B's profit and loss statement? Authors Michael A. Levin and Bruce C. Bailey are affiliated with Otterbein University
PUBLICATION DATE: November 07, 2013 PRODUCT #: W13473-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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