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Futrell Case 9

Satisfactory Essays

FARM MACHINERY FOR AMERICA
I. PROBLEM
Farm Machinery for America changes sales compensation plan and the foreign competition. Gravin think that company’s recruiting program was hiring wrong people to sell their product. Farm Machinery for America needs new salesperson for the central Texas sales territory.

II. ALTERNATIVES
1. Dyanne Long
2. Scott Harrison
3. William Lennon

III. ANALYSIS
1. Dyanne Long
Advantages
According to her resume, I think that she has good relationship and coordinated with the buyers when she worked in department manager and buyer position. Also she has responsibility for people who works with her and merchandise activities. She already trained by Farm Machinery for America which was her father’s …show more content…

He knows the weak points of John Deere and Caterpillar. He is physically larger than other applicants. If he moves some stuff, that would piece of cake for him. He is competitive person. When he was working at Ford dealership, he recorded 2nd place in sales. He might have great conversation with customers. I think he knows how to get on in the sales world even accounting major. He might have good memory and good communication skills. By the way, I reject the #1 and #2 alternatives. First alternative which is Dyanne Long who is woman is not qualified. She has good communication skills and intelligent because she graduated with honors. Therefore, she might have good memory. It gives her that she may remember the customer very well it may good relative with seller and buyer. However, she worked at department store and sold dresses. She never works with hardware such as farm equipment. Usually, woman has less physical appearance than man. She is professional in selling clothes might not farm equipments. Therefore, first alternative is not really good idea so try to find out another alternative. Second alternative is William Lennon who looks about 45. He was working with Farm Machinery for America for more than 20years. He might know the Farm Machinery for America’s products better than others. He worked at warehouse so he might good work with hardworking. However, he never works at sales position and management degree from the university. He is joining Longhorn’s club

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