Sales Management Essay Spectrum Brands Inc - the Salesforce Dilemma

4655 Words19 Pages
UNIVERSITY OF CYPRUS DEPARTMENT OF BUSINESS AND PUBLIC ADMINISTRATION Master of Business Administration MBA577.7: Sales Management Final Exam Dr. Marios Theodosiou Spectrum Brand’s, Inc.: The Salesforce Dilemma Prepared by: Natasa Apostolou Question 1st Over the past decade, companies including Raynovac Corporation had made numerous acquisitions and mergers aiming to diversify and expand their products and brand portfolio. Due to the fact that the consumer brand industry had become highly competitive on a global basis had led these companies to develop abundant product lines giving them a lucrative opportunity to compete in a variety of markets, product categories and most importantly, to strengthen their relationships with retailers. The development of large chain stores across North America through retail consolidation had forced the balance of power to shift away from manufacturers. Instead, building strong relationships and creating powerful bonds with retailers had become the essential element for companies in order to be able to compete fairly in the markets. As a result, minor firms could not handle the pressure and compete as effectively as larger companies and thus, gaining shelf space amongst the different stores had become a huge struggle for them. Ultimately, manufactures to enhance strength and gain power in the retail market were forced to form alliances and partnerships with other consumer brand companies. Apparently, other channels such as internet and direct to consumer sales had not proven to be valuable alternate means as retailers would immediately retaliate by de-listing products and goods of those manufactures who dared going in this direction. Therefore, due to the established relationships larger firms had with retailers, had led smaller corporations to turn into more

More about Sales Management Essay Spectrum Brands Inc - the Salesforce Dilemma

Open Document