CANADA ADHESIVES CORPORATION Marilyn Fowler recently became a sales representative high-pressure tactics to force them to buy, and as one for the Canada Adhesives Corporation and covers Nova person said, "Your predecessor killed your sales in my Scotia and New Brunswick. After completing a three business. You said you would provide service and call week training program, Marilyn was excited about the on me regularly, but I don't care about service. In fact, responsibility of reversing a downward sales trend in it's okay with me if I never see anyone from your com- her territory, which had been without a salesperson for pany again. Your competition's products are much bet. several months ter than yours, and their salespeople have been calling The previous salesperson was fired because of in this area for years trying to get my business." Marilyn poor sales performance and had not left behind any in was left wondering whether she was working for the formation regarding accounts. After contacting her first right company. 20 or so customers, Marilyn came to a major conclu- sion: None of these customers had seen a CAC salesper Questions son for six to nine months, they had CAC merchandise 1. If you were Marilyn, what would you do to improve the that was not selling and they had damaged merchan sales in your territory? dise to return. These customers were hostile toward 2. How long would your effort take to improve sales and Marilyn because the previous salesperson had used how would you sell it to your sales manager