The case looks at the job of a district sales manager of a Silicon valley company when the industry faced a downturn. The district is under performing and one of the salespeople insists on putting the customers interests ahead of the companys.  Your job is to determine what is the best path forward for all your team. Please read the attached case study NetApp and answer the questions below.

Format: 2-3 pages. Use font size 12 Times New Roman

Instructions:
Please read the attached case study NetApp and answer the questions below. Assume you are the District Sales Manager (Jim)

Answer the following questions:
1.    Which representatives in your district would you retain and would you terminate any of them and/or hire more people?

2.    If you decide to terminate anybody, please explain the rationale for the termination.

3.    Your district is expected to yield certain growth with the same or less resources. Please prepare a 3 point plan to negotiate the quotas you have received from your boss.

4.    Thinking about Alice Minnelli, what would you do to improve your relationship with her?  Please provide 3 steps you would tack to improve the relationship and explain why these are important.

5.    Discuss what would be a day in your life as a DSM. 

6.    At what time do you start your day and when are you finished?  Please prepare a day calendar.

7.    How would you allocate the hours in your day to recruit, support/train team, monitor sales, go on sales calls, etc.?  You can express in terms of hours per activity and make sure you include travel if necessary.

8.    Would the days be the same within a week?  Explain why.