Marketing 6228
Management of the Modern Sales Force
Summer 2010
Case Discussion Questions
Health Care Office Solutions Inc.
1. Assess the current strategy of HCOS toward its most critical market (mid-sized
physician office).
2. Can you offer any suggestions on how HCOS can improve its relationships with
existing customers and develop new business opportunities more effectively?
On Time Package Delivery
1. Given everything that has happened what do you think the report should say?
(Reference the following)
a. Better linkage between performance, metrics and feedback to salespeople
b. Work-family conflict
c. Inadequate training at OTPD
The Valley Winery
1. What are the problems facing Pat Waller?
2. What are the causes of the problems facing Waller?
3. What steps should Waller take to resolve his problems?