Question:

Discuss about the Authentic Leadership In Sales Management.

Answer:

Identifying the problem

The problem that was faced by Alex concerned the distribution strategy that was taken by Henny Penny. Henny Penny introduced the concept of the dual distribution system in the markets of the United States. The decision was taken keeping in mind the market situation in the United States. The decision proved to be a long-term concern for Alex as he needed to consider the things that need to be done in the future in case it was implemented in the Canadian market. The decision made by Henny Penny began to upset some of the US distributors.

Analysing the problem

The changes made by the distribution strategy of Henny Penny concerned the decisions of Alex for a longer term. The change of distributorship can cause the distributors to lose a job and subsequently increase competition. However, the bright spot is the fact that the sales of the company can increase considerably. The success of the dual-distribution strategy can be effective in the United States but not so in Canada. In the case of TFI, the dual-distribution technique can cause instability in the market. The rise of two new products in the market helped Alex to remain excited about a possible change in the market in Canada.

Providing recommendation

In order to ensure that the two machines are used effectively in the Canadian market, Alex needs to consider options for hiring salesperson for the new territories. The main concern of Alex had been to identify a proper strategy for sales. In this regard, involving the existing two suppliers such as Bazinet-Taylor Ltee and DSL Inc could be used in order to promote the products in the market. This can help Alex, to reach in territories that are beyond the area of TFI. The sole alternative for this would be to organise salesperson based on only one alternative.

Implementing recommended changes

The recommended changes can be implemented in order to analyse the effectiveness of the strategy. The fact that Alex decided to hire a salesperson for the launch of the new products in territories beyond the operating areas of TFI can help in expanding the territories of the company. The reason behind implementing this recommendation tactics is because of the fact that both the materials are important for the company. Risk and danger were associated with the promotion of the new products particularly after the introduction of the dual distribution system at Henny Penny.

Providing contingencies

In the case of failure of hiring salesperson in the new territories such as in Ontario and Atlantic, Alex needs to maintain a contingency plan that may be effective for the company. Apart from this strategy, Alex can consider a simple sales method wherein the sales territories can be made smaller. In this manner, every salesperson can sell the complete product mix. Despite maintaining business relations with Bazinet-Taylor Ltee and DSL Inc Alex need to ensure that the business relation with Henny Penny and Taylor are maintained. This important as these two are the main distributors of the company.

Bibliography

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