Ethical Case Study.docx - Running head ETHICAL CASE STUDY PART 1 Ethical Case Study Part 1 Student’s Name Tutor’s Name Institution Course Date of

Ethical Case Study.docx - Running head ETHICAL CASE STUDY...

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Running head: ETHICAL CASE STUDY, PART 1 1 Ethical Case Study, Part 1 Student’s Name Tutor’s Name Institution Course Date of Submission
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ETHICAL CASE STUDY, PART 1 2 Part 1 One of the primary challenging features of managing the underperforming sales representatives in a company is settling on the actions one would take as a manager suppose a sales rep is not meeting the company prospects. This reason is quite challenging more especially when dealing with many dynamics which influence the sales conducts and eventually the results. For the case of Helen who is currently 58 years old, have been working with Dentexon for the last fifteen years, where at some times her sales went even above One million dollars, though recently her sales have reduced where she can only manage up to $900,000 which is continually decreasing. As a regional manager in the company, I would first dynamically make sure that the company prospects are clear to Helen despite the family challenges she is facing from her addictive son and being a breadwinner to the family (Gounaris, 2016). Every sale person should be aware of what Dentexon company expects them to do regarding behaviors as well as what they are supposed to accomplish concerning results. On the other hand, as a manager, I would track down and offer a feedback on the performance gains and the disparities on a regular basis. In most cases, the company may forget what; the sales reps are ding correct (performance gains) and wait for a longer duration before it discusses when a sales rep is underperforming (performance disparity). As a manager, I would not hesitate to point out to Helen on performance disparity and wait for an annual performance review and to the reason live for a subpar performance longer than needed. Taking my responsibility as the regional manager, I would be analyzing sales rep performances regularly and offer consistent feedback both formally and informally.
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