Case 13.1 Contemporary Technologies Contemporary Technologies (CT) has two primary offerings. The first is a series of products that are used to track inventories and involve handheld scanners, computer software, and the like. In addition, supplies such as bar code labels, tags, and other items that are stuck on or applied to products to track them are also sold by CT. The second offering is an inventory management service that helps organizations create supply chain management strategies. The firm has two sales staffs. One sells the product and the other sells the service. The services sale is a longer-term sale and those salespeople have more education, call at a higher level of the buyer's organization, and are paid salary. The other salespeople may not have a college degree and certainly no master's, they are paid straight commission, and they make their money on the sale of the supplies rather than the hardware. Sometimes, salespeople from both staffs make calls together and there can be some overlap in the buying centers. Usually, however, there isn't much overlap and even if there is, they refuse to work together. The services sales staff tends to patronize the hardware/supplies salespeople and the hardware/supplies salespeople mock the lack of hard-sell aggressiveness that characterizes the services reps' selling style. Recently, Molly Molloy, the vice president for sales, noticed two trends. One is that the hardware/supplies reps were losing supply sales within a year of making the hardware sale. This loss occurred in about 15 percent of all accounts, enough to cause some con- cern. The second issue is that buyers seem to be centralizing a lot of purchasing. When they centralize, it means that the buying centers tend to converge and the same people are making the decisions. But she participated in several sales calls with members of both teams and thought these were disasters. The hostility was apparent even to the customer. 1. Should Molly reorganize the sales force to address these two trends? If so, how? If not, why not? 2. Assuming that she is not going to reorganize, what can she do to create more of a team spirit? How can she get the two sides to work together