Case ID: 9B06A035     Solution ID: 29341

Spectrum Brands Inc The Sales Force Dilemma Case Solution


In 2005, the VP of sales and marketing for the Canadian division of Spectrum Brands Inc. must decide his next strides with respect to the structure of his business drive. Spectrum Brands (Spectrum), a worldwide purchaser items organization once known as Rayovac Corporation, had made various acquisitions to enhance and grow its item and brand portfolio. With these progressions, Spectrum had turned into a main provider of consumer batteries, lawn and garden care products, forte pet supplies, and shaving and grooming items. The VP of sales and advertising was accused of the assignment of making a national deals compel from the groups of the recently merged companies. Knowing the significance of the sales function to each of these organizations, he needed to guarantee, in spite of the distinctions among the diverse groups, that he still maintained a team which would viably and effectively keep on increasing the sales of each business unit.

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