Industrial Sales Company Limited.( ISC) is a distributor of pumps and compressors for Maharastra state- excluding Mumbai and Greater Mumbai. In order to increase sales in Nashik -Jalgaon-Aurangabad region, they hire a senior sales manager Mr. Pethe and ask him to operate from Nashik. However, very soon there are complains from sales managers in nearby Pune, Mumbai and even Nagpur that Mr. Pethe and his team are trying to meet customers in their region and do business. Mr. Pethe however confirms that he is only meeting the regional offices of Pune and Mumbai based companies in his own Nashik-Aurangabad area and there is nothing wrong with it. Soon this dispute reaches the Regional Manager Mr. Seth in Mumbai.

1. What are the problems with the territory design in this case?

2. If you were Mr. Seth, what will you do to control the situation?

Industrial Sales Company Limited.( ISC) is a distributor of pumps and compressors for Maharastra state- excluding Mumbai and Greater Mumbai. In order to increase sales in Nashik -Jalgaon-Aurangabad region, they hire a senior sales manager Mr. Pethe and ask him to operate from Nashik. However, very soon there are complains from sales managers in nearby Pune, Mumbai and even Nagpur that Mr. Pethe and his team are trying to meet customers in their region and do business. Mr. Pethe however confirms that he is only meeting the regional offices of Pune and Mumbai based companies in his own Nashik-Aurangabad area and there is nothing wrong with it. Soon this dispute reaches the Regional Manager Mr. Seth in Mumbai.

1. What are the problems with the territory design in this case?

2. If you were Mr. Seth, what will you do to control the situation?