Mig Case Study. Developing Territories

Case 7.1 Manufacturers Insurance Group: Developing Territories 1. MIG uses the states as the geographic lead building block. What are the favours of using states? Disadvantages? A staple fiber advantage for MIG using states as a geographic tell unit is that they are well identifiable. Now looking beyond this simple, obvious aspect, MIGs approach at using states as their geographic subordination unit has more than returns. Since MIGs sales quarter focuses its efforts on selling their insurance policies to manufacturing facilities, theyre never presented with the homecoming of their customers leaving the geographic domain. some other added benefit is that MIGs sales manager apprise easily approach data about their tar pose customers indoors the control unit which allows them to focus their efforts on those specific manufacturing facilities. Information want the issuance of manufacturing facilities and the number of employees at each facility as swell up as facility locations, their positioning indoors the geographic area and concentration is readily available in public databases to acquire. This typeface of data allows sales managers to determine if duple territories are regardd within the control unit or if it can be supported by a iodin salesperson.

A study blemish to MIG in using this system is that there can be much fluctuation within such whacking control units. In MIGs result the 5 states that they are planning on expanding to have perceptible variance in the number of manufacturing facility employees. The significance of these fluctuations impacts the eternal sleep of t! he territories, making virtually more lucrative than others which will principally lead to objurgation and complaints to management from the disadvantaged salespersons. Furthermore the disadvantage extends in that the control units with the higher number of employees will require much more effort to turn potential customers into customers and to adequately support them in order to retain their business. 2. What goal...If you want to get a expert essay, order it on our website: BestEssayCheap.com

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