sales marketing

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In preparation for casework, you should read Case 1: The Case Method on pages 363-366 of your text.

The Hanover-Bates Chemical Corporation case is on pages 417-420 of your text.

After reading the case, answer these four questions. Make sure you include the question in each section and then your answer.

  1. How well does the Northeast District compare with other Hanover‑Bates districts in sales and profitability?
  2. Why has this district experienced a decline in profitability?
  3. What can Jim Sprague do to revive the profitability of this district?
  4. What behavioral problems must be overcome?

As you answer these four questions, the grading rubric requires that you include a discussion of the following:

  1. ISSUES – Recognizes multiple problems in the case. Indicates some issues are more important than others and explains why
  2. PERSPECTIVES – Clearly describes the unique perspectives of multiple key characters
  3. KNOWLEDGE – Discusses facts of the case in relation to empirical and theoretical research and add knowledge from personal experience
  4. ACTIONS – Proposed actions seem to deal with the most important issues
  5. CONSEQUENCES – Consequences are tied to the issues deemed most important

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