Case Analysis Dick Spencer MGT 585
Case 1: Dick Spencer
Case 1: Dick Spencer
Introduction:
Dick Spencer was an employee of the Tri-American Company who had been with the organization for fourteen years. Starting out as a successful salesman straight out of college, he quickly worked his way up the ladder into different managerial positions. Using several articles for support, this case analysis will examine the leading factors with regards to his success as a sales person, as well as the critical issues that led to his failure and tribulations as a manager. Finally this case analysis will provide recommendations with supported evidence on how he could have been a more effective manager. The purpose of this case analysis is to determine why he was effective as a salesperson but lacked the ability to successfully manage and lead people as he transitioned from one position to another.
Analysis of Critical Issues:
Success as a Sales Person
Dick was considered the “boy to watch” by corporate headquarters because of his impressive track record as a salesman. He was liked by his peers, had looks, charisma and a natural ability to socialize which allowed him to be successful in his current position. Dick was also an educated individual. At the young age of 22 he had already graduated from an M.B.A degree which showed he was driven, self-motivated and had all the qualifications to succeed within the company. His personality and ability in the golf course even allowed him to create a personal relationship with the president of the company, who became very fond of Dick. In my opinion his success as a salesperson came at a young age because he had the aptitude, and the necessary relational communication skills which allowed him to successfully accomplish organizational sales objectives required by his superiors.
Many individuals pursue an M.B.A degree for career advancement opportunities. In Dick’s case he managed to complete his college education with an M.B.A degree and land a sales
Case 1: Dick Spencer
Introduction:
Dick Spencer was an employee of the Tri-American Company who had been with the organization for fourteen years. Starting out as a successful salesman straight out of college, he quickly worked his way up the ladder into different managerial positions. Using several articles for support, this case analysis will examine the leading factors with regards to his success as a sales person, as well as the critical issues that led to his failure and tribulations as a manager. Finally this case analysis will provide recommendations with supported evidence on how he could have been a more effective manager. The purpose of this case analysis is to determine why he was effective as a salesperson but lacked the ability to successfully manage and lead people as he transitioned from one position to another.
Analysis of Critical Issues:
Success as a Sales Person
Dick was considered the “boy to watch” by corporate headquarters because of his impressive track record as a salesman. He was liked by his peers, had looks, charisma and a natural ability to socialize which allowed him to be successful in his current position. Dick was also an educated individual. At the young age of 22 he had already graduated from an M.B.A degree which showed he was driven, self-motivated and had all the qualifications to succeed within the company. His personality and ability in the golf course even allowed him to create a personal relationship with the president of the company, who became very fond of Dick. In my opinion his success as a salesperson came at a young age because he had the aptitude, and the necessary relational communication skills which allowed him to successfully accomplish organizational sales objectives required by his superiors.
Many individuals pursue an M.B.A degree for career advancement opportunities. In Dick’s case he managed to complete his college education with an M.B.A degree and land a sales