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  • Submitted By: lucas3291
  • Date Submitted: 04/15/2013 4:11 PM
  • Category: Business
  • Words: 801
  • Page: 4
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Stalwart Industrial Products
Timothy Lucas Saunders
MW 2:30 3:45

Case Summary

Stalwart Industrial Products is a company that manufactures and sells a wide variety of industrial tools to various resellers and end users. The company was founded in 1935 takes pride in producing high quality, durable tools and take pride in their sales representatives. Their national sales manager Tom Beesman has been very successful in three years.
A problem has evolved and one of his top producers, Charlie Davidson has been slowing down with his sales at a time when his work is desperately needed. Along with this trouble the company has also added a new web page to attract current and future customers which has made the existing sales force upset. Charlie has gone far and beyond his quota producing 850 thousand in revenues. He did this with his hard work and dedication by spending 14 hours a day during the week. Davidson was once again on track to exceed his quota this year but has recently had a child two months ago creating a small problem. (literally) His hours have dropped to around 50 to 60 hours per week and Stalwart is about to introduce 4 new products to the market. Because of his success and their growth program taking place. Beesman asked Charlie if he would like to be promoted into management. Charlie declined stating that the amount of money that he was making in sales was too good to give up. Along with this issue the sales force including Charlie is upset with the new website and needs to find a way to make them happy again producing the same numbers that they use to and get Charlie back to his old ways.

Statement of the Problem

How can Tom Beesman find a solution to please both is sales force and Charlie to get back to their old ways.

Secondary Problems

* New website is causing unhappy sales reps
* Charlie just recently had a baby
* Charlie’s moral is just not the same as it use to be
* There is a new growth...

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