for both topics use the APA format. Therefore, the APA rules for formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. You may use outside sources and may include Internet sources, books, and professional journals or resources related to the profession.

Topic One: Read Case A-5, Hanover-Bates Chemical Corporation, on page 543 of the textbook. You are assisting Jim Sprague in his new role. Respond to these questions:

1. Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts.

2. What are the weak spots in the northeast district’s performance?

3. What should management do to improve areas of poor performance in the northeast district?

4. What should Jim Sprague do to improve management of his sales reps?

Topic Two: Read Case A-6, Chemgrow, Inc., on page 547 of the textbook. Respond to these questions:

1. What decisions would you make with regard to which is the most productive region, who is the most outstanding salesperson, and who are the most valuable customers?

2. What computer report should be generated on a regular basis to assist the managers in their evaluations? 3. Write a memo to Mr. Kee justifying your decisions and supporting the new computer report you are requesting.

Course Textbook Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York: McGraw-Hill/Irwin.