1. Using the information in this chapter, discuss the advantages and disadvantages of having your own sales force versus hiring outside sales agents. Susan Jones was thinking about the future as she drove home from an important day at her company, Satin Organic Products. In a little over nine years, she had taken a small organic milk company and become a major supplier to large health food grocery chains like Whole Foods and Trader Joe’s. During that time, Susan and her vice president of marketing, Sal Clermont, had handled all the sales responsibilities. Working directly with the buyers, Susan and Sal had built an outstanding reputation as people who cared about the quality of their products and their relationship with customers.

Now Susan was faced with a challenge. Susan and Sal would no longer be able to handle the sales responsibilities by themselves. The company had grown too big and needed sales representation in the field. At present, an analysis of the company’s current and near-term future plans had determined a need for seven individuals. Four people were required to handle the company’s key accounts (Whole Foods and Trader Joe’s) and three were needed to call on potential new customers in areas close to the company’s expanding operations in the Midwest.