https://hbsp.harvard.edu/import/888352
Case questions
1) Describe and Evaluate AF&B’s current selling process for the Avanti Kiosk
2) Describe the compensation package for the Avanti Kiosk
3) What is the relationship between the personal selling process and compensation? What problem exist? What potential solutions do you offer?
4) As a soon to be new graduate yourself describe and evaluate AF&B’s current approach to training. What changes might you propose? Can you link it to the sales representatives commission and AF&B’s financials? (bingo!!)
5) Overall how could AF&B’s approach be modified to address Sr management’s emphasis on presentations? Think goals, expectations and the profit and loss statement.
The page requirement for this is 5 pages maximum, double spaced, 12 point font, times new roman.