Sales force had not really been enthusiastic about product

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The President of XYZ, manufacturer of salty snack foods, was dismayed over the dismal sales results reported for the first 6 months. A new product, a deluxe cookie had been taste tested and consumers’ responses were very positive. XYZ’s sales force consisted of 500 individuals in 25 sales districts around the country. They called on buyers for grocery chains and large restaurant chains. Over the years, the company had developed an excellent reputation with their customers. XYZ’s president was convinced the product would be well received by the company’s customers and ultimately by consumers. However, it was obvious that something was wrong. The sales force had not really been enthusiastic about the product. How would you determine the nature of the problem? Can you use the model of salesperson performance in this situation? You answer needs to be well thought out, justified by research and complete.

(This question is based on an experience at Frito-Lay)

Reference no: EM132227445

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