Week7

Week 7 – 750 Critical Thinking Assignment

Read the two mini cases below and then apply your critical think skills to answer the question that follows each case, describe your process and support your answer.

 

Your response to each case should be approx. 1 page (12pt) single spaced - so just don't answer the question - provide an introduction, analysis and conclusion.

 

Your answers will be graded based upon the following criteria:

· Demonstrated understanding of critical thinking process – 40%

· Quality and depth of answer – 40%

· Writing – spelling, grammar, quality - 20%

 

Robert Mendes

Robert Mendes has been the top salesperson in the Atlantic region for more than five years. He asked one day to have lunch with Hall Maybee, the regional sales manager for Power & Motion Industrial Supply Inc. During the table conversation, Robert turned quite serious. “Rumour has it that you are likely to be the next vice president when Jim retires next year. I just want you to know that I expect to replace you when that happens. I have been here for almost 10 years now and I know that my sales performance is among the best in the country. I have been dedicated to this company and I know that I have a lot to offer but I can’t stay around forever as simply a salesperson. I want your job and if I don’t get it, I will have to leave.”

 

Hal had to acknowledge that Robert was correct about being one of the top sales people nationally. He was however surprised by Robert’s approach. Furthermore, Robert had never given any previous indication that he was interested in a sales management, and Hal did not believe that he was ready for a sales management position. Hal was considering what his response would be. He had heard a rumour about his possible promotion as well but so far it was nothing more than a rumour.

 

If you were Hal Maybe how would you respond to this situation?

 

Tandy Safety Clothing

 

Tandy Safety clothing sold a complete range of safety clothing to businesses across Canada. The company manufactured mainly nylon and PVC rainwear and supplemented its product mix with gloves, boots, hats, caps, glasses , respirators, and may other items that were all manufactured overseas under the Tandy brand name.

Originally, the company had been located in Ontario and sold only to that market. It had a eventually expanded to Quebec and then decided it wanted to become a national supplier. To quickly gain representation across Canada, Bill Ferguson, Tandy’s president , had decided to. Appoint a number of manufacture’s agents to serve new territories in both eastern and Western Canada. From 1980 to 2018, sales had continued to grow as had profits.

In 2018, Tandy Safety Clothing had been purchased by a US company that had wanted to quickly gain access to the Canadian market. The new company had added several new and more costly items to the product mix and it had served the entire US market with its own sales force. The sales manager of the US company had made it known that he would immediately replace all manufacturers’ agents in Canada with company sales people.

 

When Bill had called Tim Best of Canada West Safety Equipment in Saskatchewan, his most important Canadian agent , to let him know what was likely to happen in the near future, Tim had been devastated. “ Bill, You can’t let this happen to me. When you needed my help, I took on your line and helped you grow the business to where you are today. When you lost your agent in Alberta, you convinced me to open another sales location and to represent you across Alberta as well. I have made a considerable investment in both time and money and I need your product line if I am to continue with my business. I have turned down many competitors over the years who wanted me to sell their lines instead of yours; I always remained faithful to Tandy. There are many accounts here that think of Tandy when they think of Canada West and vice versa. If I lose your line before I can find something to replace it with, I might as well close my business. Help me Bill”.

 

If you were Bill Ferguson, what would you do? Be specific and support your answer.