Vibpure Private Limited (Vibpure) is a growing organization with a wide range of water purifiers, air purifiers, vacuum cleaners, and water dispensers. The company was facing acute competition and had achieved 91 percent of its sales target for the first 6 months of 2017. July-December is going to be a crucial period for the company to achieve 100 percent of its annual sales targets. The company is going to launch a new water purifier with RO and UV technology. This is an advanced water purifier with many competitive advantages. Its success is critical for organization. Sales of water purifiers usually require demonstrations by the sales persons so it’s important that all sales representatives memorize and practice the demonstration script. Hence, the company has developed a sales contest with an award of an HD TV to the best demonstration. The contest is planned at zonal levels where all sales representatives of a zone can compete for this.
There are 200 sales representatives in the organization. Eight sales representatives are grouped geographically with a District Sales Manager, who in turn reports to a regional sales manager. Vibpure had five Regional Sales Managers (RSMs) representing the North, East, West, South, and Central zones of India. These RSMs reported to the general manager of sales. Vishesh Chadha is a newly promoted District Sales Manager of Delhi. His team has achieved only 88 percent of the sales target for the first 6 months of the year. His two sales representatives Brij and Pratibha are not interested in participating in this contest. They came to Vishesh one day before the meeting and said, “We don’t have time for this and we need to be out in the market to sell our products.”
Source: Richard R. Still, Edward W. Cundliff, Normal A. P Govoni, Sandeep Puri (2017), Sales and Distribution Management: Decisions, Strategies, and Cases, Pearson; Sixth edition.