Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts

Select one of the following topics. CSU requires that students use the APA format. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. You may use outside sources and may include Internet sources, books, and professional journals or resources related to the profession.

 Topic One: Read Case A-5, Hanover-Bates Chemical Corporation, on page 543 of the textbook. You are assisting Jim Sprague in his new role.

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 Respond to these questions:

1. Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts.
2. What are the weak spots in the northeast district’s performance?
3. What should management do to improve areas of poor performance in the northeast district?
4. What should Jim Sprague do to improve management of his sales reps?

 Topic Two: Read Case A-6, Chemgrow, Inc., on page 547 of the textbook.

Respond to these questions:

1. What decisions would you make with regard to which is the most productive region, who is the most outstanding salesperson, and who are the most valuable customers?
2. What computer report should be generated on a regular basis to assist the managers in their evaluations?
3. Write a memo to Mr. Kee justifying your decisions and supporting the new computer report you are requesting.

To submit your completed Case Study upload your assignment using the link provided in Unit VIII. Do not e-mail your paper directly to your professor. By uploading your assignment using Blackboard, your university record will automatically be updated to indicate you have submitted your paper and it will be provided to your professor for grading.

APA Guidelines

CSU requires that students use the APA style for papers and projects. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. A document titled “APA Guidelines Summary” is available for you to download from the APA Guide Link, found in the Learning Resources area of the myCSU Student Portal. It may also be accessed from the Student Resources link on the Course Menu. This document provides links to several internet sites that provide comprehensive information on APA formatting, including examples and sample papers.