Spectrum Brands, Inc. - The Sales Force Dilemma
商品編號：9B06A035
出版日期：2007/02/26
再版日期：
商品來源：
商品主題：Marketing
商品類型：Case (Field)
涵蓋議題：Sales Organization;Acquisitions;Change Management;Sales Management
難易度：4 - Undergraduate/MBA
內容長度：20 頁
地域：Canada
產業：Manufacturing
事件年度：2005
In 2005, the vice-president of sales and marketing for the Canadian division of Spectrum Brands Inc. must determine his next steps regarding the structure of his sales force. Spectrum Brands (Spectrum), a global consumer products company formerly known as Rayovac Corporation, had made a number of acquisitions to diversify and expand its product and brand portfolio. With these changes, Spectrum had become a leading supplier of consumer batteries, lawn and garden care products, specialty pet supplies, and shaving and grooming products. The vice-president of sales and marketing was charged with the task of creating a national sales force from the teams of the newly merged companies. Knowing the importance of the sales function to each of these companies, he wanted to ensure; despite the differences among the diverse groups, that he still maintained a team which would effectively and efficiently continue to increase the sales of each business unit.
教學手冊：Spectrum Brands, Inc. - The Sales Force Dilemma - Teaching Note
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