Case Hard Times
Case study “Hard Times”
1. SUMMARY
It was a difficult time for the company, nobody wanted to buy advertising space. Even the telesales team leader Rob Grewal was finding it difficult to close more than one or two deals a week. It was the worst time for young Duncan Black to join the department – particularly since it was his first job. But once time he closed a deal in Bluebird`s most prestigious publication with Paxham’s Menswear. Many were unhappy because everyone of salespersons has tried to get Paxham`s hundred times, especially Rob. He felt that it would be fair to split Duncan’s commission between everyone in office. And one time the phone rang when Duncan was not in the workplace. Rob answered and took the order. He stole one of Duncan’s clients.
2. THE PROBLEM
THE PROBLEM LIES IN FAIRNESS OF ROB GREWAL ACTION.
3. CAST OF CHARACTERS
a. Rob Grewal; the telesales team leader, the company’s number one salesperson Duncan Black; new employee of company, closed a deal with Paxham’s Menswear
b. Bluebird Publications Paxham’s Menswear
4. CHRONOLOGY
1. The phone rang when Duncan was not in the workplace, Rob answered and took the order. He stole one of Duncan’s clients.
2. There was a lunchtime when Grewal raged against Black’s good fortune.
3. Duncan closed a deal for a twelve-month order for full color double page adverts in Bluebird’s most prestigious publication.
4. Recession had hit the advertising telesales team at Bluebird Publications hard.
5. ISSUES
Relationships between salespeople, the hardening competition between them, the difficulty in closing deals.
6. OPTIONS
+
-
1) Rob should tell Duncan that took the order belonged to him
Will remain a good relationships with Duncan
He won’t fall in colleagues esteem
He won’t receive commission for this order
7. RECOMMENDATION
Option 1.
8. PLAN OF ACTION
First of all, Rob should tell Duncan that took the order belonged to him
He should explain the whole situation and apologize
1. SUMMARY
It was a difficult time for the company, nobody wanted to buy advertising space. Even the telesales team leader Rob Grewal was finding it difficult to close more than one or two deals a week. It was the worst time for young Duncan Black to join the department – particularly since it was his first job. But once time he closed a deal in Bluebird`s most prestigious publication with Paxham’s Menswear. Many were unhappy because everyone of salespersons has tried to get Paxham`s hundred times, especially Rob. He felt that it would be fair to split Duncan’s commission between everyone in office. And one time the phone rang when Duncan was not in the workplace. Rob answered and took the order. He stole one of Duncan’s clients.
2. THE PROBLEM
THE PROBLEM LIES IN FAIRNESS OF ROB GREWAL ACTION.
3. CAST OF CHARACTERS
a. Rob Grewal; the telesales team leader, the company’s number one salesperson Duncan Black; new employee of company, closed a deal with Paxham’s Menswear
b. Bluebird Publications Paxham’s Menswear
4. CHRONOLOGY
1. The phone rang when Duncan was not in the workplace, Rob answered and took the order. He stole one of Duncan’s clients.
2. There was a lunchtime when Grewal raged against Black’s good fortune.
3. Duncan closed a deal for a twelve-month order for full color double page adverts in Bluebird’s most prestigious publication.
4. Recession had hit the advertising telesales team at Bluebird Publications hard.
5. ISSUES
Relationships between salespeople, the hardening competition between them, the difficulty in closing deals.
6. OPTIONS
+
-
1) Rob should tell Duncan that took the order belonged to him
Will remain a good relationships with Duncan
He won’t fall in colleagues esteem
He won’t receive commission for this order
7. RECOMMENDATION
Option 1.
8. PLAN OF ACTION
First of all, Rob should tell Duncan that took the order belonged to him
He should explain the whole situation and apologize