.gif”>Kaplan
University School of Business
.gif”>.gif”>

GB533

Sales
Force Management

.jpg”>.jpg”>

Case
Analysis

Case 16-1: Lorrie
Foods Inc.: Designing an Evaluation System, page 480

During
each week, you will be required to review a case in the textbook applicable to
the learning for concepts applied during the unit. Case studies cross many
disciplines within the organization and are a snapshot of one’s ability to
apply concepts and theories to real-life situations. You will be evaluating
using a predetermined case analysis format as noted below.

Utilization
of outside resources and appropriate use of concepts is expected through the
body of the analysis. This case analysis is not simply your opinion; it is
based upon solid concepts and theories. You are advised to find ways to
integrate sales force management concepts, applicable theories from the
textbook, and outside resources in your analysis.

Sales
force management principles should be the underlying foundation for your
evaluation and analysis of the case. It is not acceptable simply to state your
opinion; it is critical that your opinion be supported by theories and concepts
and that the body of your work provides substantial citations and references to
those theories.

Cases should be no less than 5 pages plus a
cover page and a reference page

Appropriate application of APA formatting is
required

Cases
develop a managers analytical skillsbecause
the results are quantitative andqualitative in nature and offer a tool
to support recommendations and decisions. Case studies are also beneficial in
teaching you how to ask the right question(s). Case studies place you in a
hypothetical consultant position, requiring you to weigh the facts and options
to provide critical recommendations. As the consultant, you are to remain
objective and refrain from making subjective claims. Opinions should be
supported using concepts and terms from your textbook and other research. When
you use outside research, always include in your paper appropriate citations
where applicable and provide that source as a reference at the end of the
paper.

A
case study will have three common traits:1) A
case study deals with real companiesand situations, 2) seldom has a
solution, and 3) contains ample data. Your task as a consultant will be to
review the respective information and data, locate the relevant information,
arrange it in a practical and sequential order, and arrive at a solution or
recommendation. You must remain objective throughout this process.
.gif”>.gif”>

1
.gif”>

.gif”>Kaplan
University School of Business
.gif”>.gif”>

GB533

Sales
Force Management

.jpg”>.jpg”>

Since
this is a formal analysis, you are to write in a style that reflects formal,
collegiate-level work. This will include an objective perspective, 3rd person
voice, and lack of contractions/slang expressions. Any references should
contain appropriate citations applying the APA format. There are many ways to
look at a single case study. First, look for questions that need to be
answered. Look for issues, constraints, potential problems, and what needs to
be changed in order to strengthen the company, create growth, or increase
profits. There are numerous ways to organize and write a case study. Minimally,
a case study should include a Statement of the problem, a Summary of the
Facts, Analysis, and Recommendation(s). Many times a category may be
further sub-divided, such as the additions of internal or external conditions,
problems, or solutions.

Use the
following outline to complete the Case Analysis Assignments in our class.

1.
Statement of the Problem(s):State in a
few sentences the problem that exists withinthe case study. There may
be multiple problems. Always keep your audience (a Board of Directors who may
have hired you) in mind while formulating the problem statement; they may have
opposing views on the situation. Note that some cases do not have a
recognizable problem. In these cases you may be asked to state what decisions
you would make for the future of the company.
2.
Summary of the Facts:Briefly,
sum up the facts in the case. This may includepertinent history or
background information, industry trends, or other relevant data.
3. Analysis:
Analysis is often the most difficult portion of the case
to write and should becompleted before any attempt to develop
recommendations. The tools associated with analysis are comparison, contrast,
and synthesis. Comparison is looking for and then finding similarities among
other elements being analyzed. Contrast is looking for and finding differences
between elements. Synthesis is integrating the information and formulating a
consistent interpretation of the case. Other tools include performing an
Environmental Scan, a SWOT analysis, or simply listing pros and cons to several
key alternatives.

4. Recommendations:
This
section provides direction. Based on the information and

analysis,
state your recommendations. This is your argument. Using the information of
the case and the analysis, you argue that certain steps should or should not
be taken. Your audience must be able to understand the reasons for your
recommendations. These recommendations should not be summative in nature, but
specific. It is not appropriate from a consultant position to simply suggest
more research unless you define who, what, where, how, and why; nor, should
you recommend hiring a consultant. Essentially, you are the hired consultant.
Tell the

audience how to fix
the problem(s) and why your solution will work.
.gif”>.gif”>

2
.gif”>

.gif”>Kaplan
University School of Business
.gif”>.gif”>

GB533

Sales
Force Management

.jpg”>.jpg”>

5. Conclusion:
This section is for any concluding remarks
that may be necessary. Notall case studies need this section because
concluding remarks may have been made in the recommendation section.

Resources
for proper use of APA Style:

http://www.apastyle.org/
.gif”>http://dianahacker.com/pocket/

Case Study
Grading

The
case studies that have been selected are varied and comprise almost 30% of your
total grade. The cases will be graded on the format information presented:

Statement of the problem and summary of
facts20%

Analysis30%

Recommendations and rationale20%

Conclusions10%

Answers
to any significant questions incorporated within the study, writing quality,
and flow including grammar, structure, APA formatting, clarity of expression,
and outcome logic along with persuasiveness20%.
.gif”>.gif”>

3
.gif”>
.gif”>Kaplan
University School of Business.gif”>.gif”>GB533Sales
Force Management.jpg”>.jpg”>Case
AnalysisCase 16-1: Lorrie
Foods Inc.: Designing an Evaluation System, page 480During
each week, you will be required to review a case in the textbook applicable to
the learning for concepts applied during the unit. Case studies cross many
disciplines within the organization and are a snapshot of one’s ability to
apply concepts and theories to real-life situations. You will be evaluating
using a predetermined case analysis format as noted below.Utilization
of outside resources and appropriate use of concepts is expected through the
body of the analysis. This case analysis is not simply your opinion; it is
based upon solid concepts and theories. You are advised to find ways to
integrate sales force management concepts, applicable theories from the
textbook, and outside resources in your analysis.Sales
force management principles should be the underlying foundation for your
evaluation and analysis of the case. It is not acceptable simply to state your
opinion; it is critical that your opinion be supported by theories and concepts
and that the body of your work provides substantial citations and references to
those theories.
Cases should be no less than 5 pages plus a
cover page and a reference page
Appropriate application of APA formatting is
required Cases
develop a managers analytical skillsbecause
the results are quantitative andqualitative in nature and offer a tool
to support recommendations and decisions. Case studies are also beneficial in
teaching you how to ask the right question(s). Case studies place you in a
hypothetical consultant position, requiring you to weigh the facts and options
to provide critical recommendations. As the consultant, you are to remain
objective and refrain from making subjective claims. Opinions should be
supported using concepts and terms from your textbook and other research. When
you use outside research, always include in your paper appropriate citations
where applicable and provide that source as a reference at the end of the
paper.A
case study will have three common traits:1) A
case study deals with real companiesand situations, 2) seldom has a
solution, and 3) contains ample data. Your task as a consultant will be to
review the respective information and data, locate the relevant information,
arrange it in a practical and sequential order, and arrive at a solution or
recommendation. You must remain objective throughout this process..gif”>.gif”>1.gif”>.gif”>Kaplan
University School of Business.gif”>.gif”>GB533Sales
Force Management.jpg”>.jpg”>Since
this is a formal analysis, you are to write in a style that reflects formal,
collegiate-level work. This will include an objective perspective, 3rd person
voice, and lack of contractions/slang expressions. Any references should
contain appropriate citations applying the APA format. There are many ways to
look at a single case study. First, look for questions that need to be
answered. Look for issues, constraints, potential problems, and what needs to
be changed in order to strengthen the company, create growth, or increase
profits. There are numerous ways to organize and write a case study. Minimally,
a case study should include a Statement of the problem, a Summary of the
Facts, Analysis, and Recommendation(s). Many times a category may be
further sub-divided, such as the additions of internal or external conditions,
problems, or solutions.Use the
following outline to complete the Case Analysis Assignments in our class.1.
Statement of the Problem(s):State in a
few sentences the problem that exists withinthe case study. There may
be multiple problems. Always keep your audience (a Board of Directors who may
have hired you) in mind while formulating the problem statement; they may have
opposing views on the situation. Note that some cases do not have a
recognizable problem. In these cases you may be asked to state what decisions
you would make for the future of the company. 2.
Summary of the Facts:Briefly,
sum up the facts in the case. This may includepertinent history or
background information, industry trends, or other relevant data. 3. Analysis:
Analysis is often the most difficult portion of the case
to write and should becompleted before any attempt to develop
recommendations. The tools associated with analysis are comparison, contrast,
and synthesis. Comparison is looking for and then finding similarities among
other elements being analyzed. Contrast is looking for and finding differences
between elements. Synthesis is integrating the information and formulating a
consistent interpretation of the case. Other tools include performing an
Environmental Scan, a SWOT analysis, or simply listing pros and cons to several
key alternatives. 4. Recommendations:
This
section provides direction. Based on the information and analysis,
state your recommendations. This is your argument. Using the information of
the case and the analysis, you argue that certain steps should or should not
be taken. Your audience must be able to understand the reasons for your
recommendations. These recommendations should not be summative in nature, but
specific. It is not appropriate from a consultant position to simply suggest
more research unless you define who, what, where, how, and why; nor, should
you recommend hiring a consultant. Essentially, you are the hired consultant.
Tell theaudience how to fix
the problem(s) and why your solution will work..gif”>.gif”>2.gif”>.gif”>Kaplan
University School of Business.gif”>.gif”>GB533Sales
Force Management.jpg”>.jpg”>5. Conclusion:
This section is for any concluding remarks
that may be necessary. Notall case studies need this section because
concluding remarks may have been made in the recommendation section. Resources
for proper use of APA Style:http://www.apastyle.org/.gif”>http://dianahacker.com/pocket/Case Study
GradingThe
case studies that have been selected are varied and comprise almost 30% of your
total grade. The cases will be graded on the format information presented:
Statement of the problem and summary of
facts20%
Analysis30%
Recommendations and rationale20%
Conclusions10% Answers
to any significant questions incorporated within the study, writing quality,
and flow including grammar, structure, APA formatting, clarity of expression,
and outcome logic along with persuasiveness20%. .gif”>.gif”>3.gif”>