49931144 Milford inds

Topics: Sales, Sales management, Washington, D.C. Pages: 4 (1345 words) Published: November 24, 2014
DN Roy Choudhury
Shalak Gandhi
Anand Kumar Das
K Santhosh
Arnab Ganguly
The protagonist in this case is Harrison Oates who was suddenly promoted to district sales manager of the Capital District for Milford industries. Oates had hitherto been product manager based in Milfords home office in Chicago. Oates replaced the incumbent Samuel Goldberg who unexpectedly expired. On assuming office, Oates during his meetings with the regional sales manager was briefed about the challenges he would face in his new task. Macro Industry Analysis

Milford Industries was one of the worlds largest manufacturers of tools and accessories, its sales in 1982 amounted to $540 million. The products of the company were :- (a) Stationary metal working power tools

(b) Stationary wood working power tools
(c) Portable power tools
(d) Hand tools-general shop
(e) Masons, plasterers and bricklayers tools
(f) Measuring instruments

The company utilised three separate sales forces to sell hand power tools to different customers. (a) The Industrial sales force called on large end users, industrial distributers, and mill supply houses. (b) The private label sales forces sold to a few large retail organisations such as Sears Wards etc. (c) The commercial sales force called on all other retailers including department stores, hardware stores, discount stores and other outlets. Milfords commercial sales force consisted of 103 sales persons and 12 district managers who reported to 3 regional managers who reported to the national sales managers. The regional sales manager had three prime tasks : (1) Participate in the making of sales management and marketing policies,(2) call on major accounts within the region, and 9#) supervise the district sales managers. The 12 district managers were responsible for recruiting and selecting, training, evaluation and supervision of the sales force. Each also made calls on major accounts within...
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