THE CORNELL COMPANY SELECTION OF A SALES MANAGER

Group 8
Chinmay Dubey (2102141) Harsh Joshi (2012147) Ritika Kandpal (2012172) Alay Shah (2012068) Malav Yogesh Kansara (2012150) Shantanu Nalawade (2012063) Arjun Kapoor (2011113)

BACKGROUND

The Cornell Company is based in Chicago, Illinois Manufacturer of special purpose metal fasteners and metal fastening systems used by metal fabricating manufacturers Paula Ruiz, VP Marketing, is in a dilemma regarding selection among 2 potential candidates for the vacant post of Sales Manager at Cornell Current situation:
Previous manager quit 7 months ago to join rival company Ruiz is managing the 56 person sales force apart from her own responsibilities

SALES MANAGER RESPONSIBILITIES

Maintaining the field sales team

Hiring, firing, training, supervising, compensating, controlling and evaluating

All the paperwork of the department

Budgeting, Expense account auditing and Sales force planning

Handling special accounts and difficult contracts with the sales reps Communications with the sales reps when they are on the field

THE CANDIDATES

Gordon Price
Pros: Can be termed as the Super Salesman of the company Always exceeded sales targets 15 years with Cornell Entertaining and Socializing person Knew the business in and out Cons: The company would loose its best sales rep He could be a poor sales manager He could be unhappy with the $90000 salary He would prefer to move in the field interacting with customers rather than staying in the office for paperwork

THE CANDIDATES

Janice Wilson
Pros: Sales Manager for an Instrumentation company Good reputation in the industry for outstanding sales force building A strict boss when it came to demanding performance Cons: She does not have experience in this industry The work practices which she had might not go down well with the Cornell sales team

OUR SUGGESTION

Gordon Pierce would leave the company anyways if not made the sales manager So either way they are loosing out on their best sales rep Select Gordan Price as the Sales Manager Being a sociable person, this would give his morale a boost and he would be motivated to excel as the sales manager Monitor his work for 6 months If after six months the result is not good, hire Janice Wilson for the post of Vice President Sales under Paula Ruiz and above Gordan Pierce