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ONEONTA Print 52 Application Cases in Mis CASE 3: Heavenly Herbal Tea Chariton's Coffee and Tea Company has produced coffees and teas distributed primarily through supermarkets throughout the easten United States for 45 years. Charlton's has a sales staff of 36 salespersons assigned to one of four regional sales managers. The regional managers in turn report to Sandra Charlton the Vice President for Marketing. The sales staff at Charlton's has always been assigned on a purely geographic basis with each salesperson selling all product lines to customers within her or his territory. Five years ago Charlton's introduced a new product line, called Heavenly Herbal Teas (H2T). These teas contain herbs designed to stimulate memory. This new product line has proven to be quite successful, with sales reaching 18% of total company sales. However, Sandra believes that sales growth in this new product line has been hampered by the structure of Charlton's sales staff. Sales in the new product line have been strongest among drug and health food stores and not traditional supermarkets. Some members of the sales staff have been quick to recognize the need to seek out this new type of customer, while others have not. Sandra feels that the set of customers for the H2T product line is sufficiently different to require a separate sales staff. She proposes to establish an initial sales force of four salespersons, one for each of Charlton's sales regions. Each salesperson would then be responsible for selling the H2T line throughout his or her entire region. Sandra feels that the current sales territories need to be restructured and that some territories can be consolidated. Sandra bas received approval from the CEO to make this move providing that she does not increase the total sales staff, that the salespersons for the new team are selected entirely from the existing sales staff, and that no salesperson is transferred to a different region. Salespersons who are considered "good" candidates for the new sales team will be invited to apply. Sandra has asked you to prepare a spreadsheet for her that will identify these "good" candidates. She feels that two characteristics are particularly important. First, the H2T sales staff will have to seek out many new customers and thus the salespersons selected should have a history of seeking out new customers. Second, and ONEONTA Print 52 Application Cases in Mis CASE 3: Heavenly Herbal Tea Chariton's Coffee and Tea Company has produced coffees and teas distributed primarily through supermarkets throughout the easten United States for 45 years. Charlton's has a sales staff of 36 salespersons assigned to one of four regional sales managers. The regional managers in turn report to Sandra Charlton the Vice President for Marketing. The sales staff at Charlton's has always been assigned on a purely geographic basis with each salesperson selling all product lines to customers within her or his territory. Five years ago Charlton's introduced a new product line, called Heavenly Herbal Teas (H2T). These teas contain herbs designed to stimulate memory. This new product line has proven to be quite successful, with sales reaching 18% of total company sales. However, Sandra believes that sales growth in this new product line has been hampered by the structure of Charlton's sales staff. Sales in the new product line have been strongest among drug and health food stores and not traditional supermarkets. Some members of the sales staff have been quick to recognize the need to seek out this new type of customer, while others have not. Sandra feels that the set of customers for the H2T product line is sufficiently different to require a separate sales staff. She proposes to establish an initial sales force of four salespersons, one for each of Charlton's sales regions. Each salesperson would then be responsible for selling the H2T line throughout his or her entire region. Sandra feels that the current sales territories need to be restructured and that some territories can be consolidated. Sandra bas received approval from the CEO to make this move providing that she does not increase the total sales staff, that the salespersons for the new team are selected entirely from the existing sales staff, and that no salesperson is transferred to a different region. Salespersons who are considered "good" candidates for the new sales team will be invited to apply. Sandra has asked you to prepare a spreadsheet for her that will identify these "good" candidates. She feels that two characteristics are particularly important. First, the H2T sales staff will have to seek out many new customers and thus the salespersons selected should have a history of seeking out new customers. Second, and

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