Augsberg-Wiesel,ltd

• Asit Ghosh-52
• Saibal jyoti-53
• Sumit Labh-54
• Silesh Biswal-55
• Sagyan Panda-56
• Sangita Mondol-57
• Anirban Samanta-58
• Subhayu Swain - 60
 CASE FACTS
• In 1957 Wiesel family gave up business and it
goes public
• Extension of product line.
• 1965-London,Paris,Amsterdam,Rome,Madrid
• 1982-America(NY)-Wilfred Frank former RSM
of Syracuse china.
 New York-
2 (N & S)

Chicago-1 Atlanta1
B.J B.J

San Dallas-
Francisco- 1(Bill
1 Jackson)
 Objective:
• To find out the rough division of American
market is satisfactory or not.
• To find out the relative importance of four
territory characteristics(Potential, Workload,
Concentration, Dispersion)
 Solution-1
• Build up Method (selective distribution)
• Territory should be strictly defined
• Incentive should be given to the salesperson
of the particular territory irrespective of
whoever sells the product
Possible Approach:-
• Incentive should be on 60:40 basis
 Solution-2
• Workload
• Potential
• Concentration
• Dispersion