Sales Management

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Each response should be 300 words and researched using the course materials I provided as an attachment. Please include page numbers and in-text citations and references following APA formatting.

Read the Diagnostics Services Inc. case at the end of Chapter 9. Each question should be discussed thoroughly.

1.Provide a summary of the case including an analysis of the key facts and potential dilemma.

2.What are some of the problems that DSI’s salespeople have experienced as a result of not having had the direction of a sales manager for the first 12 months?

3.What process should be used to design new territories for the 6 sales reps? What sources of information are available to design these territories?

4.Assume you are Lydell. What types of information would you use to conduct a sales analysis of your reps’ territories?

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