Case 101 Suppliers Inc Leading Diverse Sales Force Liers Inc Ssi National Distributor Ager Q36203985

Answer for #5 please**
CASE 10.1 I Suppliers, Inc.: Leading a Diverse Sales Force liers, Inc. (SSI) is a national distributor of ager of the premier Southeastern region. Howard, age Jementary and secondary school supplies. The com- twenty-eight, was at first very pleased and excited to be pany has fifty salespeople located in eight regional managing one of the most promising regions wi ofices throughout the United States. The salespeople the company. After only four months as the sales man call on purchasing agents or principals at elementary ager of this region, however, he began to question his secondary schools in their assigned regions. Over ability as a sales manager. Howard believes that he is the past decade, the Southeastern region has been one having problems managing his salespeople. of the company’s fastest-growing regions. Primarily Howard recently met with his close friend, John- because of the increasing population in Florida, SSI’s who manages a large resort in the Orlando area-to Southeastern region has led the company in sales and is discuss his problems with the sales force. He gave John projected to be the strongest region for the next several a brief rundown of the situation: “Well, my problem concerns the way I’m leading my salespeople. Things seem to be going fine with five of my seven salespeople. years. Howard Larsen, one of SSI’s top sales reps over the past several years, was recently promoted to sales man- Melissa and Jeff, who I just hired six months ago, are going great. They are both in the company several times in past years. young and eager to learn. progressing well, with slight increases in sales volume over the last two months. They both since he’s been working for me, his performance fallen off sharply. His performance is not quite have very little sales experience, so t enough for me to recommend that he be fired. How hey do make a few now and then. However, both will take con ever, if it gets any worse, I’m going to have to do some welling skills. Melisa and leff are both “The biggest problem with Fred is that he doesn’t lis to me. He is very hardheaded and seemingly feels about my age. Therefore, they relate to me very well. I have no problems with my two new salespeople. ten insulted every time I tell him to do something. For of my best salespeople example, the other day I told him that he wasni’t one Everyone enjoys being around her. Rhonda can give the other reps a lift when they’re down. Her own sales per- ing enough time with some of h angrily fired back that he was selling is best customers. He textbooks before I formance is exceptional. Rhonda regularly surpasses was born and that he has forgotten more about ‘real her quotas and actively seeks out new customers. world’ selling than I’ve learned from te Rhonda accepts my leadership as if I were the VP of “Recently, I’ve been going out of my way to work marketing. I wish all my salespeople were like Rhonda. with Fred. I’ve asked him to go on recruiting trips with Robert is also a fun salesperson to manage. He’s me, and I’ve tried to help make his job easier by offer been out of college for only about two years. He’s young ing to train him to do several sales related tasks on a and wants to do well in the company. Robert reminds laptop computer. In both instances, he rejected me by me a lot of myself when I first started with SSI. He is making up some feeble excuse. He refuses to listen to very competitive and readily accepts my constructive me, no matter how hard I try to win him over feedback since he constantly wants to improve. I made “Fred also shows me very little respect. He wil a few sales calls with him last week, and he must have sometimes address me as college boy’ in sales meetings. asked over twenty questions after each call about how Last week, he called me by that name in front of one of best to handle selling activities. He sort of looks on me our largest accounts. I don’t know how much more I as a big brother, and that makes him very easy to man- can take from him. age. To be honest with you, Robert is good for my ego. “Warren is my other problem. Warren is about forty George is about my age, and if he has a problem, it’s eight years old and has been with the company for that he likes to goof off too much. George is good at about ten years. He is a hard worker and normally bringing life and laughter into the job. He is well liked sales quota. I thinks he resents me for hav too much time bull ing this managerial job at such a young age. It may he encounters during sound paranoid, but I have the feeling that he wants my fter him to job and will do whatever he can to get it. Warren is very reaches his sales the work day! Every so often I have to get a manage his time better. When I do, George picks up his and usually reaches his annual sales quota. e on his case but I don’t think he competitive and seems to be t rying to undercut me and George’s lapses keep m really minds being supervised. Actually, I think he real- izes that a little bit of leadership now and then will help show people that he can do a better job managing the sales force than I can. Given his attitude, I have a diffi- cult time being a leader to Warren because he’s not a good follower. “The way I look at it, I’m a fairly effective sales man- It sounds like things are going pretty well for you, ager because five of my seven salespeople accept my Howard,” John observed. “Five of your seven salespeo. leadership and are doing well. However, it really dis- ple seem to be doing fine. Is it the other two salespeople turbs me that I can’t do a better job with Fred and who are causing you all that grief? I can’t wait to hear Warren. These two guys have the potential of being top salespeople. If they would change their attitudes “Well, Fred is probably my biggest problem. He’s a and significantly improve their sales volume, I could veteran salesperson who has been with the company for have the best sales district in the company. I just dont rs. Fred started out by selling the liberal know what to do to be a more effective leader to these arts textbooks. In fact, he has been the top salesperson guys! “T personaly fel that you have nothing to worry 2. Do you agree with John’s advice? Why or why not? Is ve not about,” said John. “You definitely have the ability to John’s leadership style different from Howard’s? If manage this sales force, or your company would never so, how? have promoted you self-confidence so that these Don’t be afraid to boss them around. Remember, your company’s future is with the younger and currentlyWarren? Why or why not? you need to build up your 3. Should Howard take John’s advice? Why or why not? 4. Should Howard change his leadership style in an attempt to be a more effective leader to Fred? To old guys don’t bother your ore successful people. I didn’t become manager of a resort hotel by being afraid to boss people around.” QUESTIONS 1. Comment on Howard’s leadership style. What kind Case prepared by Scott Widmier, Kennesaw State 5. Would a transactional or transformational leader- ship style help Howard? Please explain. of leader is he? University Show transcribed image text