Planning Function Scenario Question Set:

Given the fact that Don Tremont's Canadian Sales division will be responsible for increasing revenue and acquiring new market share (build model), he will need to identify to his 5 regional sales leaders a set of key sales tasks that each team will need to focus on. Based on the company objectives detailed in company brief, detail 2 primary sales tasks that Don will want his sales regions to focus on for the 1st quarter of 2021. (4 marks; 1 mark for each identified primary sales task, and 1 mark for supporting rationale for each task)

1.

2.

In order for Don's Canadian sales unit to be successful he needs to ensure they have a well-developed "special treatment" package in place for each their Sales Account Management (SAM) segments. Using the key account information provided within the company background brief, establish your SAM model. Identify the specific segments configuration, detailed criteria that defines each segment, and the appropriate distinct and different special treatment approach for each of the 3 segments (using the tiered approach we learned this semester). Consider the coverage requirements per segment identified below. Ensure your recommended treatment approach fits the stated company strategy and would deliver clear value to each segment. (13 marks; 1 mark for correct segment descriptions, 3 marks of correct set of criteria information for each segment, and 9 marks for correct tiered treatment information per segment)

Segment

Criteria

Treatment