Mig Case Study. Developing Territories

Case 7.1 Manufacturers Insurance Group: Developing Territories 1. MIG uses the states as the geographical lead building block. What are the favours of using states? Disadvantages? A staple fibre advantage for MIG using states as a geographic mesh unit is that they are slow identifiable. Now looking beyond this simple, obvious aspect, MIGs approach at using states as their geographic hold in unit has more than returns. Since MIGs gross revenue quarter focuses its efforts on selling their insurance policies to manufacturing facilities, theyre never presented with the homecoming of their customers leaving the geographic domain. another(prenominal) added benefit is that MIGs sales manager apprise easily approach data about their tar begin customers within the control unit which allows them to focus their efforts on those specific manufacturing facilities. Information wish the issuance of manufacturing facilities and the number of employees at eac h facility as swell up as facility locations, their positioning within the geographic area and concentration is readily available in public databases to acquire. This typeface of data allows sales managers to determine if bigeminal territories are haved within the control unit or if it can be supported by a individual(a) salesperson.

A study discriminate to MIG in using this rule is that there can be much fluctuation within such whacking control units. In MIGs bailiwick the 5 states that they are planning on expanding to have discernible variance in the number of manufacturing facility employees. The significance of the se fluctuations impacts the fit of the terr! itories, making virtually more lucrative than others which will in the main lead to objurgation and complaints to management from the disadvantaged salespersons. Furthermore the disadvantage extends in that the control units with the higher number of employees will require much more effort to turn potential customers into customers and to adequately support them in order to retain their business. 2. What goal...If you want to get a expert essay, order it on our website: BestEssayCheap.com

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