Product details

This is a comprehensive case that covers several key issues that sales managers with a medium to large global company need to deal with on a regular basis, including compensation, organization structure, roles and responsibilities, and managing multiple sales roles. Techsolve is a product-based technology company that acquired a systems integrator, which is a professional services company. The case highlights the challenges that Techsolve faces in merging two distinctly different sales forces into one cohesive and productive entity. While the context of the case is IT and technology, the issues - namely sales compensation, integration and organzation - are the same for any company that sells both products and services. In addition to the expanded portfolio challenges, there are geographic and cost reduction issues. The company is fictitious.