In composite materials division 7 people are reporting to Don Mann; 2 directly out of school, 5 from different carrier.
Chosen people are exposed to a training program best in the industry in Sales Development Lab (SDL). SDL is well known in teaching selling and negation skills. SDL had worked for other firms in metal industry. Sales people take a core curriculum of courses from SDL during their first year in sales. Second year they take refresher courses such as role-play exercises.
Each sales rep could be assigned to max. 50 different potential customers. All of them are not be active. McGee wages are competitive; all sales reps are on salary. CMD salary ranking to various job descriptions, the ranking is between 3-14. $ 20.000 - $30.000 is given to the sales people as an expense account. Additionally personal laptops, company cellular phone and company car is given.
3. APPROPRIARE FACTS IN THE CASE.
In the 3-14 ranking of sales people, 7 people under Don Mann has already reached grade 12. Mann is concerned how to reward sales people. Other 3 regional managers face similar problem also.
Promotions are usually pass-though positions from which another promotion would lead to a higher level job:.
Business Analyst: high-profile job reporting to both the division controller and vice.
presidentgeneral manager. This position leads to operations or.
business management.
Utility Sales Manager: high-profile job, reporting to the director of sales. Requires.
close contact with a large number of utility product brokers. This position develops indebt negotiation skills, great deal of market information. This position leads to the sales manager. (Like Mann).
Other positions: New Product Marketing, Business Development Management and Operation functions such as production (unusual).
For the management positions the ranking is graded 14 to 16, starting at 14 and after some time in the job move to 16. Don Mann has been promoted in level 16 and been in level 16 since then.