SPECTRUM BRANDS CASE ANSWER ALL QUESTIONS

Case Questions
1. Assess the Spectrum organization and each of the markets in which the company now operates. What are the key elements from each industry about which Falconi should be concerned? 2. Given the markets the company is operating in, what is the best structure for the sales force? How did you decide? 3. What major problems might you encounter with your new sales force structure as it relates to both external factors (customers) and internal factors (employee reactions)? 4. Create an implementation plan for your new sales force structure, including how you will deal with the human issues involved.
7/6/2013 krrao 2