Caselet 12.1:

Should Givens Reorganize Its Salesforce?

1. List the pros and cons of Marcus's options for organizing the salesforce

2. Pick one of the options. How would you go about determining the appropriate number of sales people who should be hired?

Caselet 12.2:

Palladium Manufacturing: It's Not Working

1. What options does June have? What additional data should she gather to assess these options?

2. June has decided that some form of inside sales is needed for the European operations. Should she hire a European firm? Add people to her U.S call center and devote the early part of the day to outbound calls to Europe? How should she make that decision, and what are the factors she should consider?

3. While doing her research, she found that she could hire a call center in Ireland to replace her U.S. operations, which would result in savings of nearly 25%. How does that change things in terms of the decision she should make?