Dick Spencer Case 1 Assignment.dotx - Running head: Dick...

This preview shows page 1 - 4 out of 7 pages.

The preview shows page 2 - 4 out of 7 pages.
Running head: Dick Spencer Case 1 Assignment1Dick Spencer Case 1 AssignmentGreen, TyreeMGT 585
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-
DICK SPENCER CASE 1 ASSIGNMENT3oriented sales person. His peers “concluded that his looks, charm, and ability on the golf coursecontributed as much to his success as his knowledge of the business or his ability to sell theproducts” (Fenn, n.d.).Spencer experienced a great deal of stress during his time as a salesman. His job requireda lot of travel and ruined his marriage. It could be assumed that stress would cause him to falterin his career but according to Hunter and Thatcher (2007), “although stress depletes an

Upload your study docs or become a

Course Hero member to access this document

Upload your study docs or become a

Course Hero member to access this document

End of preview. Want to read all 7 pages?

Upload your study docs or become a

Course Hero member to access this document

Term
Fall
Professor
Bandy,K
Tags
Management, Sales, Dick Spencer case, Dick Spencer

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture