ADvantage Food Beverage Sales Represe
Advantage Food & Beverage Sales Representative – Lennon Barretto
A. Problem/Opportunity Issue Statement - 10 Marks
i) Who is the Decision Maker? (In analyzing the case you put yourself in the decisions maker’s role and try to figure what you would do in his/her position.) ii) What is the main problem(s) or opportunity(s) that you (as the decision maker) must deal with? iii) Why is this issue important and how urgent is it? iv) Provide any sub-issues that are relevant to the case.
v) Who are the key people and/or groups that you need to consider in solving the problem/opportunity?
-The decision maker is Lawrence Binsky, president of Advantage food & beverage
-possible problems with selling process for the new retail format (kiosk)
-Sales training program needed improvement (no formal background in sales, they felt lost
-trouble finding reliable sales representatives to hire without firing.
-sales reps lasted on average 4 months
-In review, all members agreed that the approach stage was the issue, more presentation was needed, therefore more prospect was needed
-Lawrence believed the issue was that he made poor hiring decisions and he needs to find the perfect person for the job.
-kiosk division was doing well but it did not guarantee future success and it could be improved.
-selling process slowed as the sales reps attempted to locate the decision maker for the qualified company
-further slowing the process… due to the fact that many people from the prospective customers were involved in the decision making process for the Avanti kiosk, compared to the vending unit.
-Slowed process due to amount of work required to create a suitable space for the Avanti kiosk. (some customers would remodel an existing space while others would build a space)
B. Key Facts of the Case (relevant facts only, no analysis) - 10 Marks
i) Provide the relevant background that led to the problem/opportunity(s). ii) Provide any additional case information that provides context to the
A. Problem/Opportunity Issue Statement - 10 Marks
i) Who is the Decision Maker? (In analyzing the case you put yourself in the decisions maker’s role and try to figure what you would do in his/her position.) ii) What is the main problem(s) or opportunity(s) that you (as the decision maker) must deal with? iii) Why is this issue important and how urgent is it? iv) Provide any sub-issues that are relevant to the case.
v) Who are the key people and/or groups that you need to consider in solving the problem/opportunity?
-The decision maker is Lawrence Binsky, president of Advantage food & beverage
-possible problems with selling process for the new retail format (kiosk)
-Sales training program needed improvement (no formal background in sales, they felt lost
-trouble finding reliable sales representatives to hire without firing.
-sales reps lasted on average 4 months
-In review, all members agreed that the approach stage was the issue, more presentation was needed, therefore more prospect was needed
-Lawrence believed the issue was that he made poor hiring decisions and he needs to find the perfect person for the job.
-kiosk division was doing well but it did not guarantee future success and it could be improved.
-selling process slowed as the sales reps attempted to locate the decision maker for the qualified company
-further slowing the process… due to the fact that many people from the prospective customers were involved in the decision making process for the Avanti kiosk, compared to the vending unit.
-Slowed process due to amount of work required to create a suitable space for the Avanti kiosk. (some customers would remodel an existing space while others would build a space)
B. Key Facts of the Case (relevant facts only, no analysis) - 10 Marks
i) Provide the relevant background that led to the problem/opportunity(s). ii) Provide any additional case information that provides context to the