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Pai’s Bakery: Reassigning Sales Territories

Jeevan Arakal ; Pranav Venkatesh Pai ; Sravya Polamraju

Leadership and People Management, Marketing

Reference: IVEY-W25442-E
Year: 2019
Number of pages: 11
Geographic Setting: India
Publication Date: Dec 9, 2021
Source: Ivey Business School (Canada)
Type of Document: Case
Industry Setting: Retail Trade;

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Description

Pai’s Bakery was a 30-year-old family business based in Belagavi, in the southern Indian state of Karnataka. The owner was working on a sales territory realignment plan in response to complaints from the company’s sales team. Sales representatives claimed

Learning Objective

This case is suitable for courses that discuss sales force management, territory design, and sales force compensation issues at both the undergraduate and graduate levels. After working through the case and assignment questions, students will be able to:

Keywords

realignment Sales sales force territories