MINICASE: iTeam, Inc.
The Minicase on the link provided below or you may use textbook pages 25 and 26.
Textbook: Sales Force Management: Leadership, Innovation, Technology (Paperback) - 12th Edition 2016
M. W. Johnston, G. W. Marshall
Routledge
ISBN: 9780415534628
OR TRY THIS LINK:
https://books.google.com/books?id=sGz7CwAAQBAJ&pg=PA24&lpg=PA24&dq=MINICASE:+iTeam,+Inc.&source=bl&ots=BH9Hdq1FjW&sig=EF0IkyAojvxcRuWDUQli-S6cydQ&hl=en&sa=X&ved=0ahUKEwjtwfr308rRAhVCwiYKHWdrAUgQ6AEIOTAF#v=onepage&q=MINICASE%3A%20iTeam%2C%20Inc.&f=false
After reading the case, please answer these questions thoroughly. Be sure to use original work and cite work if applicable.
THE ASSIGNMENT WILL BE UPLOADED THROUGH A PLAGIARISM CHECKER TO ENSURE ORIGINALITY.
1. What aspects of the external environment are most likely to affect iTeam, Inc.'s future planning, and what impact might each factor have?
2. What aspects of the internal (organizational) environment at iTeam are most likely to affect its future planning, and what impact might each factor have?
3. What advice can you give to Andrew Taylor with respect to iTeam's future sales program? In your opinion, what steps should he take, given the external environment and the company's current circumstances?
This case blends together several aspects of the chapter into the decision situation faced by Andrew Taylor. Andrew's first realization is that because of the company's growth, the environment in which his business operates is changing. Changes in the external environment are impacting various aspects of the company's internal environment. Changing distribution channels along with technological advancements and economic concerns are forcing Andrew to make fundamental changes to his business. However, when he begins to look at his business in a critical sense he is realizing that he may not have the infrastructure or personnel to implement the changes he is considering. In addition, the financial resources may not be enough for Andrew to acquire the needed infrastructure. Finally, if Andrew decides to expand into the other parts of the world mentioned in the case, he must develop a sales force that is culturally aware of its surroundings. This situation highlights the difference between relationship selling, the central focus of this book, and transactional selling. As a result of all of these factors, the path that Andrew should take is not clear at all.
For this case, you are encouraged to determine a path that they would recommend to Andrew and to present strong, logical reasons for why they chose that path.