Morgantown Inc. merged with Lea Meadows Industries in 1995. Lea Meadows is a 75-year old small manufacturer of upholstered furniture that relies on sales agents to represent its living and family room furniture lines. Integrating Lea Meadows' line into Morgantown's existing salesforce may impact sales territories and time but is not expected to harm the business relationship or Lea Meadows' product line.

1. PRASHANT
CHATURVEDI

2. In November
It Morgantown has
1995 merger
manufactured used its own
between
upholstered salesforce to
Morgantown, Inc.
represent its line
and Lea furniture for of wood furniture
Meadows living and for living and
Industries took family rooms. dining rooms
place.

3. Lea Meadows industries is a small manufacturer of
upholstered furniture for use in living and family rooms.
The firm is over seventy five years old.
Lea Meadows has relied upon sales agents to represent
its line of upholstery furniture for living and family rooms

4. Certain marketing situations where personal selling
is more relevant.
Creates product awareness.
Helps in Creating Interest.
Provides Information.
Meeting Stimulating Demand.
Solves customers problems.

5. To collect and report market information of interest
and use for meeting out company interest.
To capture and retain market share.
To obtain sales volumes in ways that contribute to
profitability.
Provide market information to the firm.
Maintaining a personal relationship with key clients

7. Greater control & direction
Push of Lea Meadows line.
Smaller commission on sales.
Greater opportunity to increase overall
compensation.
Consistency.

8. Impact on selling time.
Potential need for additional sales
reps.
Issue of learning.
Potential lost or slowed sales.
Restructuring of sales territories.

9. Call by 10 sales representative
Increasing the calls frequency
If the line is assigned to the existing sales force.

10. Not increasing call in a day
Impact of increasing hours per call on the lea meadows
call time.
Lea Meadows line will be relatively unaffected by the
changeover to Morgantown's sales force in terms of time

11. The main disadvantages are:-
Increase in the total sales costs.
New sales representatives may lack in expertise in selling.
Lack of presentation style that Morgantown sales force are known for.
Decrease in morale if sales representatives are paid less.
Restructuring the territories.

12. Sales representatives can easily learn the fabric jargon.
More control over the sales efforts will be there.
More efficient territory coverage.
Better customer service.

14. The decision
The decision The decision
does not posses
does not posses does not posses
any harmful
any harmful any harmful
effect on the
effect on effect on lea
trade relations
Morgantown’s meadows
between the
own line. product line.
two.