Name: Muhammad Danial Shad

STD ID: 20192-25005

Sales Management Assignment

In the light of the facts discussed in the case, the major dilemma faced by Kumar, is the revision of the
sales targets, despite of the fact that his team was performing well, but weren’t able to perform in par
with the industries performance.

The major gap identified in the facts defined in the case is the schedule of the salespersons designed
and allocated to invest their time with each segment. Kumar needs to revisit this plan whereby; the time
allocation should be allowed to the respective sales persons in accordance to the product performance
in a certain segment. The allocation of the duties in terms of time required to be spent with a certain
segment poses a challenge for the salespersons to manage their targets, as they are required spent a
certain percentage of time with a certain even though it is yielding lesser results for the company in
comparison to another sector.

Proper time and territory management of the sales force can help in yielding good results for Parkin
Laboratories.

The current distribution channel of Parkin Laboratories also requires an overhaul. The gap created in the
market due to a delay in distribution is filled in by the competitors. Deletion of a few layers from the
distribution structure can result in better market penetration and pave way for the introduction of new
product in the market.