Romano Pitesti case – assignment case to be posted

Cron, William L. and DeCarlo, Thomas E. Dalrymple’s Sales Management. 10th Edition. (2009) John Wiley and Sons. Hoboken NJ. pp. 451-454.

Question 1

Compare the sales cultures at Tickford Flexible Products and Samuel Jones Ltd, ‘prior’ to the buyout of Samuel Jones by Tickford. Do you feel the new structure is appropriate (for both the organisations and its customers) – irrespective of your answer, ensure you support and justify your argument.

20% weighting

Question 2

Examine the conversations between David Courtney and Romano Pitesti.

How would you describe the behavioural issues and actions for each of them?
What does this suggest about David Courtney’s sales management abilities?
What does this suggest about Romano Pesti’s salesperson abilities.
What are possible implications for the organisation of these behaviours and actions?
Ensure you support with facts from the case as well as relating to course content/ theory.

Be sure to have your answer reflect issues such as, but not restricted to, evaluation, leadership, customer reactions.

50% Weighting

Question 3

Discuss an action plan to overcome the issues you have identified in question 2, for ‘both’ David Courtney and Romano Pitesti.

Who may be involved in the action plan and why?

You can suggest the termination of Romano Pitesti BUT you must develop an argument from both data in the case study as well as solid theoretical concepts.

30% Weighting