McGee Metals company is operating in metal industry in USA. The company has three major unrelated business groups, operating independently from each other. Each group divides first in to sort of the metals than in itself to regional departments.
One of the three groups is special materials group. Under Special Materials group, the Composite Materials division is headed by, division sales manager John Woods. Sales manager Don Mann leads in Composite Materials division. .
Mary Eliot is a sales representative in Composite Materials division. Eliot has been very successful during the passed year. She was handling with one of the biggest account. Eliot has developed a computer database of information on every customer in all of the divisions' sales territories. After her success she expected a promotion together with the sales award and bonus she was given. Unfortunately senior management thought that she is not good enough for sales manager position and they did not promote her. To his extend she gave her resignation. .
In yearly task force meeting Don Mann putted forward how to motivate sales people who wish to remain in sales but not enough to become a sales manager.
2. COMPANY GOLAS AND OBJECTIVES COMPANY STRUCTURE.
McGee Companies objective is achieving success though customer satisfaction. Which comes through the employees, sales people. There fore the companies sales people must be well trained and knowledgeable. .
The company goal is to gain higher percentage in growing composite material industry. In Composite Materials division there are over 500 independent customers in a variety of industries. Composite material industry is growing %25 per year and will continue to grow for 10 more years. At present, composite materials division has about 18% of the US market.
Company employment structure:.
The sales people are requited right after the collage with a technical degree. CMD did not hired experienced sales people from the competing field.