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Unformatted text preview: fect me more
than some other reps—maybe I didn’t get a fair
shake … maybe … Squire: [frustrated] Back to that again, Jack? [Picks up the
printout] Let’s look at the facts. You can’t avoid
these figures, Jack! At this point Jack rose from his chair. His knees were trembling as he walked toward Bill Squire’s desk. Leaning over the
desk, Jack spoke firmly, “I don’t give a damn about your figures.” He turned and walked out of the office. From outside,
Bill heard a door slam. Noticing that his watch read 8:57, Bill
sighed. He thought, at least it didn’t take over a half hour.
Lots of work to do today. (Bill picks up the computer
printout.) It’ll be nice to talk to these 13 reps. They know
what sales and hard work are all about. (He shakes his head.)
If only Jack had been able to open up …
Source: This case was prepared by Professor Brendan D. Bannister
and Carol A. Pilo, Northeastern University. Co...
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- Spring '14