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You are the sales manager for a hair and facial cosmetics distributor in the Midwest and have a staff of 120 sales representatives calling on literally thousands of hairstyle retail shops. The former sales manager had segmented the sales territory into two six-state geographical regions as follows: Region one: North and South Dakota, Nebraska, Kansas, Minnesota, and Iowa Region two: Missouri, Wisconsin, Michigan, Illinois, Indiana, and Ohio While the brands that your company represents are competitive, a two-year downward trend in revenues in your second region has you concerned.

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