sales management inject plastics case topic 20. stop! read the case! answer the questions
DESCRIPTION
Was This “Bait & Switch?” Don’t Want Staff to Sabotage the Test Only the Efficient Survive Highly Competitive Industry Driven by Cost Control Information Tech Advances Have Caused Same Result in the PastTRANSCRIPT
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Sales Management
Inject Plastics CaseTopic 20
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Stop! Read the Case!Answer the Questions
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Was This “Bait & Switch?”• Don’t Want Staff to Sabotage the Test• Only the Efficient Survive• Highly Competitive Industry Driven by Cost
Control• Information Tech Advances Have Caused
Same Result in the Past
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Tough Decision for Roger• Identify People to Fire• Justify Decision• Write Termination Letter• Terminate Them
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What Criteria to Identify Cuts?• Sales?• Sales to New Accounts?• Longevity?• Multiple Year or 1 Years Sales?
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Wally is the Easy 1st Choice• Gretchen??
– Low Total Sales– Low Experience– Middle of Pack in New Sales
• Next Choice Depends on Criteria
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Regardless of Choice• Have Clear Criteria• Criteria Should be Reasonable• Cannot Target Protected Groups for special
negative consequences
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Termination Letter Details• Was This for Poor Performance• Was This for a Strategy Change• Is there any consequence for discussing
strategy change?• Open for Rehire
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Why Not Help Them Get a Job?
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Actual Firing• Do it in person• Offer to serve as a reference• Give them the letter
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Lawsuit Issue• Law on your side• Facts on your side• Money to pursue• Desire to pursue• Managers not Lawyers
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What About Retained Employees!
• This is critical• Meeting• Candor• What to Emphasize?
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What is Pay Outcome?• Not Good• Assumptions• Current• Projected
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High Salary?• Cut Incentive Pay• Are Incentives Optimal?• Will Pay go Up or Not?
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What Will Happen to Profits?
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Better Options?• Need a Specific Plan• Political Situation?• Good to Stand Out?
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Speak to Oberon?
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Follow Up on Job Feeler?
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The Hidden Next Step
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What Have We Learned?• Golden Rule• Choose Nice When You Can• Don’t Accept Assumptions• If you object – have clear Plan B• Goal & Incentive Conflict• Trust No One
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Generation Gap• My Generation• Internet Generation
• New Hire Norm Setting