DICK SPENCER CASE 1 ASSIGNMENT2Dick Spencer Case 1 Assignment1 Analysis of Critical IssuesDick Spencer was a very successful sales person at Tri-American, an aluminumfabricator, who decided to change paths and become a manager. From the beginning, he was ableto remain at the top in sales as well as develop amicable relationships with corporate leaders andhis peers.While his professional career as a sales person thrived, his transition to management wasracked with problems. His charismatic, laid back personality served him well as a salesman buthe did not carry these attributes into his management position. Instead he developed a negativereputation as a ruthless head hunter; micromanaged his employees; and caused a feeling ofdistrust and low morale in the branches he managed.As a sales person and manager, he was able to gain positive results by continuouslyleading in sales-volume and meeting expectations of the company’s campaign to cut expensesand upgrade and enhance performance. However; the strong shift in his personality as hetransitioned from a charismatic sales guy to a diplomatic manager caused several problems andsetbacks that could have been avoided had he chosen a less aggressive and grating managementstyle and approach to decision making.1.1Spencer’s Success as a SalesmanSpencer was successful as a salesman from the start of his career. According to Ahearn,sales people are either performance-oriented or learning-oriented when attempting to achievesales goals (Coget, 2010). Based on Spencer’s ability to reach the top of the sales-volume leadersin his first year and continue to set high records throughout his sales career, he is a performance-
