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The sales reps compensation package is not competitive with other firms and does not provide sales quotas for financial incentive.
Other Analytical Conclusions: The Company operates in the second tier market, which is mid-priced and focuses on mass distribution channels such as department stores, mass merchandisers, and independent drugstores. These distribution channels present unique challenges as the sales reps to not have ample opportunity to influence product placement and promotion.
Problem/Decision Statement: How should MEM revitalize the English Leather product line to appeal to the shifting demographics of the male fragrance market while addressing the challenges of distributing fragrance products to consumers?
MEM should continue with the marketing and sales reorganization and reorganize sales teams along product lines...
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