When a sales rep sells to a customer in another sales rep’s territory, it’s refe

Question

When a sales rep sells to a customer in another sales rep’s territory, it’s referred to as “claim jumping.” So is the case with Ann Moser, the Dasher Orthopedics rep in Louisiana. It seems that Kyle Velasco, the company’s rep in an adjoining territory, has been selling to Moser’s accounts in her territory. He claims the customers initiated the sale and that the company would lose these accounts if he didn’t service them.

Velasco ranks in the top third of the sales reps and has been with the company for 12 years. Moser, who is with the company less than a year, has filed a complaint against Velasco for “claim jumping."

You are the sales manager. How would you handle the situation?

Explanation / Answer

As the sales manager I will be validating the authenticity of the complain made by moser and if there is any case of claim jumping by Velasco, strict action would be taken against him because I believe that the policies of the organization should be equal got all irrespective of the experience and rank of the employees. All employers should be treated equally, this will create a sense of fairness. Even if the customer initiated the sale, the transaction should go to Moser and Velasco should have done that by himself because based in the territory and geographical region, this is segregated and sorted.

Related Questions

Navigate

• Browse (All)
• Browse W
• Subjects

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.