Sales Management-Warren Soft Drinks Ltd. Case Study

INTRODUCTION Warren Soft Drinks Ltd is a company which operates in the very competitive market of soft drinks with giants like The Coca-Cola Company and PepsiCo as competitors, but with even less significant ones like Tango and Virgin Cola, as far as carbonated drinks are concerned. In the mineral waters and still concentrates markets the competition is less fierce but existent all the like. As the case study shows there are several issues which could …

…the appropriate data - calculate the sales-force size needed for a given area, the management style, change the structure and size of a division, impose sales quotas etc. The options are really endless as it can combine any complex-but-routine task and give prompt answers for decision support. BIBLIOGRAPHY <Tab/>Jim Blythe, Lecture Notes, University of Glamorgan, 1999 <Tab/>Simon Coopers, Selling: Principles, Practice and Management, Pitman, 1997