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Realigning Sales Territories at Garrick Oil and Lubricants
Case 9 10 2015 003
Case published in the International Journal of Case Studies in Management, Vol. 13, No. 3
Author : 
Languages : 
  • English
Keywords: 
  • Territory allocation,
  • Leadership,
  • Motivation,
  • Sales management,
  • Sales organization
Year of production : 
2014
Registration date : 
2015-08-06
Teaching notes included : 
Yes
Abstract

This case presents the challenging situation facing Jonathan Wiley, a fresh MBA graduate who has recently been appointed regional sales manager (RSM) of the Northern Ontario sales region of the Canadian subsidiary of Garrick Oil and Lubricants (GOAL). Wiley has to make a decision regarding the allocation of geographical territories to four territory sales managers – Tom, Ben, Melissa, and Jim – who report directly to him.

Primary domain : 
Marketing  - Sales
Secondary domain : 
Not available
Sectors : 
  • Energy and raw materials
Source : 
Elsewhere
Type : 
Traditional case (Decision-making case)
Type of data used in the production of the case : 
Fictional data inspired by real-life situations, but significantly transformed
Event location : 
Northern Ontario, Canada
Year of start of the event : 
2014
Year the event ended : 
2014
Business size : 
Multinational
Main themes covered
  • Sales management
  • Sales leadership
  • Motivating sales people
  • Sales force organization
  • Customer relationship management
Teaching objectives

To expose students to a real life sales management decision situation in which students can see the complex inter linking of several issues; including leadership, sales force motivation, sales force organization and customer relationship issues.

Concepts and theories related to the case
  • Sales force organization
  • Sales force motivation
  • Sales leadership
  • Sales career stages
  • Career planning/succession planning