Read and Analyse

Read the article and answer the 5 questions listed below. This is for a Sales course, so analysis should be tailored accordingly.

Responses to questions should be detailed and should be analytical (especially question 5). The responses should not be purely repeated facts from the article.

Total work should be a minumum of 4 pages.

1. How was the Hill-Rom sales force organized prior to the reorganization?

2. How did Hill-Rom segment its customers before the reorganization?

3. What disconnect did the project team discover in sales resource allocation?

4. How did it segment its customers as a result of its study?

5. What are the advantages of the new approach? What are the risks of the new approach?

Article: Smarter Segmentation for Your Sales Force By Ernest Waaser, Marshall Dahneke, Michael Pekkarinen and Michael Weissel.