Read Spectrum Brand, Inc.: The Sales Force Dilemma
This case study requires you to use all the information you’ve learned over the semester in this course. It is a complex case, which is to say it is about average for situations in the business world. Read the case a couple of times to understand what is really going on (it’s not obvious). Read and understand the financials.THEY ARE CRITICAL TO THE CASE. You are to recommend what Bob Falconi should do. Specifically, answer these questions: 1) How should the new company be structured in terms of reporting responsibilities and the size of the sales force? 2) Should Spectrum try to structure itself similarly to its competition or did their operations require a different approach? I’m looking for 5-7 pages (not including any title pages or reference pages).
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