Leadership Challenge

Susan Jones, the President of Satin Organic Products, is faced with a challenge on handling their sales responsibilities, because the Company had grown too big and needed more sales representation on the field. An analysis of the company’s current and future plan had determined that she could solve the problem by hiring salespeople as their employees or hire outside sales agents who knew the business and customers, or both.

Satin Organic Products, an organic milk company is a major supplier to giant retailers such as Whole Foods and Trader Joe's. Susan Jones and her vice president Sal Clermon could not further handle their growing company, thus arises the need for sales representation. They need to decide whether they will hire seven salespeople as their employees or hire outside sales agents who has enough knowledge and experience with the food business and its market to further increase sales. They also need to allot four people in handling the company's key accounts and the other three to look for prospect customers.

1. To handle the company’s key account

2. To organize their company in expanding operation in the Midwest.

3. To meet the demand of the customers

Once Satin Organic Products hire new salespeople to work for them or hire a sales agent outside the company, they will be able to handle the company’s key account and were able to contact the new potential customers close to the company’s expanding operations in the Midwest.

(Basis: An analysis of company’s current and near-term future plans had determined a need for seven individuals, four people for company’s key accounts and three people to contact for potential new customers.)

V. Analysis of the Internal Environment

Satin Organic Products, a major supplier to huge food grocery chain like Whole Foods and Trader Joe’s established an excellent reputation towards their customers by showing that they care about the quality of their product. With the company growing and new...