Individual Case Study - Grantpac Ltd

Note: 1) Please refer to and read the attached case study and assignment brief carefully.

2) The case is not based on an actual organisation.

Brief: You have been retained as a consultant by Paul Green, the Managing Director of Grantpac Ltd, to advise on the tasks facing the new appointee to the role of National Sales and Marketing Manager.

When you have reviewed and analysed the company information below, you are to write a report for him which must address his concerns with regards to:

· The issues of management style / practices including recruitment and training (30%)

· Sales person performance including motivation, control and remuneration (30%)

· The pressing need to integrate the two sales forces (30%)

You should define actions to be taken and your expected outcomes for these actions. Your recommendations should relate to proposals for the next 18 months to 2 years.

Paul Green has an MBA as well as a degree in Chemistry so he expects both practical and theoretically sound analysis and proposals. You therefore need to provide underpinning, including academic referencing and examples as appropriate.

A further 10% is awarded for the presentation of the report, including formatting, referencing, spelling and grammar.