Questions 1-4 Answers Please

Background dependatle performens oner the yean, bot Jolsnion start with a mmaller group of accounts. He'll learn bad recently slorued dosen a bit. While bit ales the business a lot faster if he has to boild it by volume compared frsceaby to llurtook, Foser was adding his cesn accounts." nesses with supplemental insarance benefit be the selling in a higher poeential cales terniory. Further, Jalic and Terrell were also concerned that they aren't covered with normal insirance plafith be. be had a five vear bead itart on Burtoa in develop: noold hane wome of Darnelly former iccounts for a employees sach as machine shops, law fo of fore as moch ncw buunew an lobenos daning the pust neutral on these essues, and voiced neither suppert politan market. Darnell Smith, AIC's founder and currenese coonoeny). Johnson promised to try hurder wo bring 1. What are the implications for Julie Burton abd Teerell Johnioe if the diaft plan is implentented? Johnson ti a ales repecsentative added Tene After several wceks of amahys, Darnell Smith the deaft plan is implemented? Johason 15 of his existing accounts and inthethe finally had a rough draft of a nes rerritory devipn 3. What ate the pros and cons of Smith 's draft plan? him to go after potential customen not ve polisy that would go into cffect at the seart of the 4. What chainges and additions would you make to the draft plan? was hired as a sales representative and addef ie are: twach the same tishion. Burton was not qaite an 1. Half of Darnell Senith' aceoants will be split ceperienced as Johnson, so Smith and Johtios between Terrell Johinson and Jutic Bartoe. turoed over 20 accounts to Burton, 10 each tise also was instructed to add new customen be already doing busiriess with AIC, Both the Burton and Terrell lohnson report direth on Darnell Smith accounted forbetween Burton and fohnson. Burton and fohtese are paid a pereentage of AIC's billings to the cients. Damell 'Srsith's temaining accoents will be Role Play assigned to Vinee Semith. 2. Afier one year, uales sernicierics will be rodeugned Situation: Rend Case 42. Current Situstion Smith is planning to retire in another year as a bo prodecer. In this so-called semi-retirement seet plans to continue as sales manager and preidnt. Semith has decided to bring in his soe Vinse ar ta replacement. Vince has no prior sales experiestes, be will learn the business over the neat ther manths, then step full-time into a sples roke. Deme Smith is gathering information that will help tin decide how to design AIC's territories atien the gives up his sales responsbilities, He is not oto fortable turning over all of his accounts to tus tome Vince. Although he is hard working, Vince is ite perienced in the insurance consulting indutry M recent graduate of Xavier Uiniversity in Cincirne and a double major in Finance and Accoantiff Vince has a goal of becoming president of A Wh. then expanding company operations into dbt markets. Smith has been cvaluating the sales perfermint of Burton and. Johnson. Both had been sid