sales management analysis and decision making

Comprehensive Case Notes

Cases Module(s) to Which the Case Relates 2 3 4 5 6 7 8 9 10

Smith & Nephew - Innovex

3

10

Dairyland Seed Company

3

Businessland Computers, Inc.

3

7

Royal Corporation

2

5

Morgantown Inc

2

3

5

Hospital Supply International

2

3

Adams Brands

5

Romano Pitesti

3

7

Modern Plastics

4*

Denman Industrial Products (A)

4

9

Denman Industrial Products (B)

7

Dura-plast Inc. (A)

3

4

Dura-plast Inc. (B)

4

*Appendix 4

SMITH & NEPHEW - INNOVEX

A possible set of assignment questions:

1. Should a company such as Smith & Nephew, S.A. use a contract or outsourced sales team? What do you see as the main pros and cons?

2. What does Innovex contribute? What is the cost of such contributions? Do the services provided by Innovex have a good price/quality relationship from the point of view of Smith & Nephew?

3. How do you evaluate the results attained so far by Isabel in Galicia, and by Federico in Asturias?

4. What are the main courses of action available to Smith & Nephew in March 2000?

5. What decision criteria should be used by S&N managers?

6. In view of the above analysis, what specific action plan would you recommend? Why?

BUSINESSLAND COMPUTERS, INC.:

1. The case provides students with an