MARK3372 Sales Management

Introduce yourcase analysis. Help the reader understand what you are going to discuss.4.Problem Definition:What is the problem(s) to be solved? This section should include a definition of the problem as you see it. Be careful not confuse symptoms with problems. This should be exhaustive of the problems you plan to solve (Do not include problems you are not going to solve with your recommendations), but also extremely concise. If this is longer than a few sentences you are doing it wrong.5.Situation Analysis:What factors affect the decision maker’s ability to solve this problem? Examine the company, the industry, and the marketplace and other relevant factors as they relate to the problem. You should use additional sources beyond the case material. The process of assessing a situation is widely accomplished through the use of SWOT Analysis and/or other analytic tools (i.e.5 Forces, PEST analysis, Gap analysis, etc.). But is very important that you do not use these tools just for the sake of using them. You should only employ tools that effectively contribute to your analysis.