...1. Why do companies redesign territories? Companies redesign territories for many reasons like 1. Mergers 2. Division consolidation 3. Division split 4. Sales force turnover 5. Plant relocations 6. Product line changes 2. What mistakes were made in the walker territories realignment? This is reasons for realignment 1. A change in sales force size 2. A change in sales force structure 3. Mergers and acquisitions 4. Shifts in market opportunities 5. Demographic shifts 6. New Products 7. Need to shake things up 3. What options are available to make territory changes work? * Change in the Size of the Sales Force (expansion or contraction) – A sales force of 8 sales reps will undoubtedly split up a territory differently than a sales force of 18. As your organization’s staff size changes, you must take into account the effect it has on your sales territories. After you implement a couple short-term fixes to accommodate for fluctuations in your sales force, territories can easily get out of alignment. Don’t put off a full redesign for too long if you’ve been doing some hiring or firing. * Change in the Products or Services Offered – If your organization launches a new product or service, this can have huge effects on the alignment and balance of your sales territories. What happens if one territory has a greater demand for this new product? All of a sudden that territory needs more representation from your...
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...Problem Statement Bob Marsh, a detailer at Cooper Pharmaceuticals Inc. was terminated from services, by the company. Bob Marsh was a respected detailer in his territory and had served for 12 years. Though his dismissal was initiated after much consideration from the management, it was not well received by the clients of CPI, who considered him efficient and effective. The President of CPI received letters and calls from displeased clients who wanted justification for Bob Marsh’s termination from service. About CPI and the detailers - CPI was a major manufacturer of prescription drugs for medical and dental drugs. Products were carried by drugs wholesalers and drug stores for resale to general public. - CPI had a sales force of 500 detailers who called regularly on doctors, hospital professionals, and dentists, to promote drugs and make them prescribe. Each detailer was responsible for 200 physician and hospital accounts with an assigned geographical territory. - Each detailer was a pharmacy graduate and had previous experience in retail drugstores. - Every detailer received a formal performance appraisal from his district manager once a year. Informal evaluations happened through the year. The reporting hierarchy was as follows: Bob Marsh and CPI - Bob Marsh was a pharmacy graduate, with experience in retail pharmacy. He was hired by John Meredith, the district manager at Toledo, in 1978. He was appointed at a new salary level of $35,000, below his earning potential...
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...its head office located at: AND: [AGENT NAME] (the “Agent”), a corporation organized and existing under the laws of the [STATE/PROVINCE], with its head office located at: NOW, THEREFORE, in consideration of the mutual agreements and covenants herein contained the parties hereto agree as follows: 1. RECITALS a. Principal is a manufacturer of [PRODUCT] and desires to appoint Agent as general sales Agent for the sale of Principal’s product [IF APPROPRIATE, ADD: AND OTHER REGULAR-LINE PRODUCTS AND ACCESSORIES OF PRINCIPAL] in the following territory: [DESCRIBE TERRITORY]. b. Agent desires to accept such appointment and to perform all the provisions of this agreement. 2. DURATION The term of the agency created shall be [PERIOD OF TIME], beginning [DATE], unless sooner terminated. 3. AGENT’S BEST EFFORTS Agent agrees to devote Agent’s whole time and best efforts to the business of Principal in the described territory under the direction of Principal’s officers or representatives, and to conform to the best of Agent’s ability with the rules, regulations and instructions of Principal now in force or that may be adopted and mailed to Agent’s address. Agent shall employ salespersons to assist Agent, on such terms and conditions as Principal may require, as set forth in this agreement. 4. NONDISCLOSURE OF PRINCIPAL’S AFFAIRS Agent agrees to keep confidential such information as Principal may from time to time impart to Agent regarding Principal’s business affairs...
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...The Effects of Population Density (PSY460) The Effects of Population DensityThe term population density is described as little more than the ratio of organisms to the size of an area (Xpeditions, 2008). This ratio is determined by taking the number of people in a given area and dividing that number by the area they occupy. As of the last U.S. census, the average population density of the United States was 70 people per square mile (Xpeditions, 2008). This is just an objective fact though and has little, if any, applicability to the average American’s daily life. However, when issues of excess population noise and decreased privacy are taken into account the subjective perception of population density meets the objective fact of population density. As population density increases so does the noise that the population produces, especially in crowded areas. Likewise, as people move to a more confined area the ability to maintain privacy and a sense of territoriality adapts and changes. To fully understand how population density affects individual people, the concepts of noise, privacy, territoriality, and personal space must be covered and the relevance of these concepts—and mediation thereof—must be applied to the subject of populations. NoiseNoise is in the ear of the beholder, or so it would seem. Strictly speaking, noise is any sound—a wave that travel through an air medium—that is unwanted or interferes with the normal transmission of acoustic information (Arkkelin & Veitch...
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...societies, which means that there community breaks apart for some part of the day, before coming back together as a single whole group for the rest of the time. In the chimpanzee community, males are known to never leave the place in which they were born and raised; while females are known to emigrate during or right after puberty. One of the biggest problems concerning chimpanzees is deforestation. Deforestation kills chimpanzees and separates many others from their communities, leading to territorial conflicts. As it is known, chimpanzees are very territorial animals who often fight against neighboring communities for territory. Deforestation tears down the communities of chimpanzees which forces them to move out and find new homes. While looking for a new place to live, chimpanzees will often times fight because there will be other chimpanzees residing in the territory which they are trying to move into. The other issue with deforestation is it leads to problems with genetic flow. Female chimpanzees are supposed to emigrate from their communities during or after they hit puberty to breed. If deforestation is killing all of the chimpanzee communities around, than females have no where to go breed. This leads to inbreeding and ultimately to an isolated gene pool. A solution for deforestation is the state governments, where chimpanzees live, need to create laws to better protect forest. These laws need to be targeted toward large corporations who use trees to produce wooden...
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...Individual Assignment The Effects of Population Density and Noise Paper “A man's home is his castle” always has been an English common law for centuries, and is even a saying that is very familiar among many individuals within today’s society. In addition, individuals within today’s society have created numerous ways of defending what they may consider to be their own land, turf, or spread. This allows others to understand the difference or features conscientiously labeled among territory of an individual, which is considered private property and opened territory meant to be shared by a group that is public property. This paper will attempt to define and explain the concepts of territorial, privacy, and personal space. Even though society views these terms as somewhat similar to each other, they are very distinct in their own respected way. Territoriality is defined as a “persistent attachment to a specific territory: the pattern of behavior associated with the defense of a territory” (Merriam-Webster, 2011). This basically means that territoriality is viewed as a behavior in which a species lays claim to an area and shields it against members of its own species. Various key functions are expressed in territoriality, for instance it confirms the procreation of the species by regulating density as well as providing an outline in how things are simply done. Proper spacing is vital because it protects the species against over-exploitation of that part of the environment...
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...limits of a state’s jurisdiction and authority, the regulation of movement of people, capital, commodities and information between state territories and the assignation of an identity and citizenship. Are these functions being replaced by globalisation and business movements? The end of boundaries is not nigh. Firstly, one of the main functions of boundaries or national borders is, as said, the demarcation of the territorial limits of a state’s jurisdiction and authority. A state is sovereign by right. Borders are powerful symbols of the state’s power. It means that the government has the legitimate right to exercise coercion. When it comes to globalisation differences arise such as the meaning of sovereign to nations inside different territories. It is usually seen by national institutions with different points of view as to what sovereign means and depending of what constraints they might have. Boundaries cannot be erased to create a global community when there is no agreement about who is sovereign, where and how. Businesses would certainly be benefited by this as there would be no constraints for their transactions. No taxations and no sticking by national rules when having a company abroad. The second function of boundaries is the regulation of movement of people, capital, commodities and information that goes inside or outside territories. It is true that due to globalisation many barriers are not efficient to regulate...
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...Corporation * Sales Territories : defined by metropolitan area * Commissions:based on sales volume Before Moving (Working in Atlanta) * Phil was selling leader in most product categories * Company products were present in 40% of hospitals in the territorial area * Winning selling contests After Moving (working in milwaukee area) Phil result in the new area: * 1st years:6 major accounts * 2nd years:3 major accounts * Doubled Market share * Product in 80% hospitals Problem:Share-based system vs revenue-based system * Phil is paid less Money in commissions now,despite placing products in 80% oh hospitals * Not winning sales contests like when he did in Atlanta * Mark Green,regional sales manager,praised the excellent work,however phil is wondering why he isnt compensated accordingly Solution:Hybrid İncentive System Step 1 :Detailed Market Search Objectives: 1:To determine metropolitian area value (H-Hotel,PS-Potential sales,1,2..n-Hotel in area) MAV=H1.PS1+H2.PS2+…+HN.PSN 2:To determine each hospital life value (last year sales-s,expected growth-g,expected economic timeframe-n HOSPİTAL VALUE:S+(1+G).S+(1+G)^2.S+….+(1+G)^N.S 3.Average hospital value (sales divided by hospitals serviced) 4.Growth of population in the metropolitian areas 5.precited growth of number of hospitals in the area 6.sales growth per hospital STEP 2 :Territory Formation (Territory Map) From the market research define territories based on similar market...
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...Small Creatures of the Night Imagine for a minute, you’re walking through the forest at night on the eastern fronts of Australia. As you’re walking you catch a glimpse of something that seems to be flying overhead. Naturally, your first thought would be, it must be a bird or maybe even a bat. Just as you think this you catch another glimpse, but this time you can see that it doesn’t appear to be flapping any wings, and looks almost square in shape. What is this thing? Where did it come from? Is it going to hurt me? These creatures of the night resemble flying squirrels and are better known as Sugar Gliders. These creatures of the night are also becoming more noticeable in homes across the United States as cute pets. Most people have never heard of a Sugar Glider before and didn’t even know you can keep them as pets. So, what is a Sugar Glider? And how do you take care of one? The scientific name of a Sugar Glider is Petaurus breviceps; which, if broken down into it Latin roots, means Short-headed Rope-Dancer. They get their name Sugar Glider from two different aspects of their life. They love to eat sweet foods, such as: fruits, nectars, and saps, which hint at the first part of their name Sugar. The second part is probably even easier to see and understand, Glider because they’re very agile and acrobatic in the air. The can spread they’re arms and legs to produce a very thin skin membrane called Patagia. Their patagium, when fully spread, allows them to glide upwards of...
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...1. Northwest Ordinances This topic took place from 1784 to 1787 seeking for outlining how territories would be organized and new states created. To be recognized as territory or state, basic rights, public education, and forbid slavery should be guaranteed. In addition, if a territory has more than 60,000 people, they can become a state, which means that they could vote for senators, president, and get more benefits and tax return with the federal government. This occurred when the different colonies or states wanted to get more power and political representation in the congress, and trying to decrease slavery. 2. Articles of Confederation Approved on November 15, 1777, the Articles of Confederation were created in the national government...
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...269, on my way to the very first general meeting of the group called SJP. SJP stands for Students for Justice in Palestine, have met here every Wednesday since their founding in 2006. HUB 269 is on the third floor of the HUB, and is a very common dwelling spot for various clubs and organizations across UCR. I was accompanied by a friend of mine, and as we entered the room we immediately noticed that almost every seat was filled. The place was moderately big and in the front there was a projector, large podium, and a table with about 4 chairs, presumably for the board members. The people sitting were as diverse as UC Riverside, and it was quite obvious that not everybody there was Middle Eastern. Nonetheless, the amount of individuals gathered to show support was staggering to say the least. My friend and I sat in the back of the room patiently waiting for the meeting to start. I wasn’t quite sure what I was in for, especially since all I knew about the club was what the acronym of the group stood for. After about 10 minutes in my seat, the room was silent. The president of the club stood up on the podium, ready to give her presentation. She was wearing a bright blue hijab, a headscarf worn by Muslim women all over the globe. She was a relatively fair height, petite, and had dressed modestly and professionally. She had a serious expression on her face yet wasn’t irate. She then proceeded to introduce her name. “Good evening fellow SJP members and guests.” she said. “My name is...
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...Plans 12 Cost/Profitability Analysis and Pro Forma Financial Statements 13 Future Plans 14 Appendix 15 Page |2 Executive summary My name is Jan Barbier, I have a degree in Kinesiology and certificate in personal training and I am currently a student in Respiratory Therapy and Exercise Physiology. TANE is a business concept that is targeted to both high-performance athletes and to those individuals that may suffer from more than one risk factor. My expected business outcome is to provide Yellowknife with my expertise in improving ones physical capabilities and to improve one’s quality of life by working to eliminating ones identified risk factor. I am hoping to open TANE in Yellowknife, Northwest Territories once I have graduated in this coming summer. I have been saving money for this very project, so I will not require any loans or financing from any third parties. I plan on working as a full-time respiratory therapist, while having TANE as an extra source of income. This will allow me to safely open TANE, without putting myself at financial risk. Once graduate, my parents will be passing our family home on to me as they are moving down to Alberta, when this occurs I will be redecorating the double garage in to a functional testing facility. The overall objective of TANE is to slowly get my name out there as I one day aspire to open a full fitness facility...
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...to leave everything behind that meant anything to me. I had to leave my family behind because my parents are not in good health and would not have survived the trip. Many people lost their lives during the trip from the excessive cold weather, diseases, lack of food, and just the pain of having left everything behind (A&E, 2013). Some people just could not handle the trip because it was just too hard. The extreme cold and snow through the winter was more than some people could take (A&E, 2013). This trip down the Oregon Trail was more than most people expected and harder than some could handle. We did not expect the weather to be this bad because we were moving west. We had thought the weather would be better than the Midwest. I guess I did not take traveling through the Rocky Mountains into account (Fuller, 2013). It was so hard keeping up with the laundry and things in the bitter cold, having to wash those clothes in water that kept my fingers cold and icy! Having to make sure they were near a fire to dry them properly was too much to do on the road. In my own home, it would be different because I could hang them indoors to dry, but out in the elements was too difficult (Fuller, 2013). We will be in our new place in three days and I am so excited now. The thought of setting up a new life in a new part of the world is daunting and exciting at the same time. This journey has tested my...
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...I HAVE A DREAM Good morning everyone. According to the government’s statistics, every year in Hong Kong estimate more than 5700 people died from cigarettes. It accounts for 90% of lung cancer deaths in men, and more than 30% of all cancer deaths. It kills nearly 16 persons in Hong Kong every day. 1 Since 2007, the Hong Kong government has planned to restrict the act of smoking – started with proposals to make restaurants, offices and karaoke smoke free. This legal action indicated the harmful effects of smoking. It also implied that the government was taking intervention to deal with the public smoking problem. I believe that the legislation is not a restriction of freedom, and the law enforcement is not a prevention of enjoyment, but a mean to move Hong Kong towards a healthier city. However, we have just achieved partial success. Although the number of smokers is declining, we still have a long way to go. We cannot walk alone. And as we walk, we must make the pledge that we shall always march ahead. We cannot turn back. All people have their right to enjoy, but, when this right endangers the safety and health of the others, it should be prohibited. So, today, we need a change. Even though we face the difficulties of today and tomorrow, I still have a dream. I have a dream that, one day everyone can take a deep breath and feel the marvelous fresh air in a busy street. I have a dream that, one day all people can smile with their teeth in snow-white color. ...
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...My Dream Vacation! By: Chase P Loosli B5 I have wanted to go for a vacation for very long. The country for my dream vacation is Australia. Australia is a part of the continent, Oceania. It is a big country with many attractions. I am going to share with you, in this essay, what attracts me such that I want to go to Australia, There are many physical factors in Australia. One of them is deserts. I would like to go to a desert in Australia as there are many plants and animals at the deserts. I can also experience a bit of desert life and know more about deserts after going to one myself. Another physical factor is the rock formations. There are many rock formations in Australia that are formed naturally. These rock formations make a good place to watch sunrise and sunsets. I am sure we do not want to miss such a spectacle as it would be such a pity. Examples of such rock formations are Uluru, otherwise called Ayers Rock, which is a World Heritage Site, Kata Tjuta, also known as Mount Olga, and Devils Marbles. The third physical factor is the ranges, which consists of mountains and hills. The ranges let us see a series of mountains together. Climbing one of the mountains is a good experience for me as I had not tried mountain climbing before. Since they are ranges, there must be nice scenery there too. I would like to go there to see the beautiful scenery. Examples are Brindabella Ranges, visible to the west of Canberra, and Flinders Ranges, the largest mountain...
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