Read the Diagnostics Services Inc. case at the end of Chapter 9. Each question should be discussed thoroughly in 200-250 words.
1. Provide a summary of the case including an analysis of the key facts and potential dilemma.
2. What are some of the problems that DSI’s salespeople have experienced as a result of not having had the direction of a sales manager for the first 12 months?
3.What process should be used to design new territories for the 6 sales reps? What sources of information are available to design these territories?
4. Assume you are Lydell. What types of information would you use to conduct a sales analysis of your reps’ territories?
