Each month he should evaluate their progress in reducing his stress level.
ISSUE.
In reading the "Jim Black: Sales Representative" case, I found three stressors that led to Jim's problem of being over stressed. They consequently developed strain for Jim in the form of headaches, sleep disturbances, moodiness, job dissatisfaction, lower job performance, and burnout. The first stressor involved the market which was suffering from a prolonged recession thus putting added stress on Jim to compete for new customers and to keep existing ones happy. The second one was the pressure he was receiving from senior management to increase his sales after the loss of a customer to a competitor. Jim's company, Noram Canada Ltd, was planning to sell their Canadian operations to a competitor. This is the third stressor and with it came the possibility of losing his job. The result of the strain Jim was experiencing manifested itself with extremely high stress levels that had negative outcomes. .
SITUATIONAL ANALYSIS.
STRENGTHS:.
Jim attempted to have an advantage over his competitors by arranging to deliver Noram's products in a very timely manner. For his more-demanding customers he would arrange to have the merchandise delivered to their door by the next morning. In addition, Jim would offer discounts to his customers that he hoped would give him an edge over the competition. .
WEAKNESSES:.
Good time management skills are important to all sales representatives. By arriving at his appointment 15 minutes late, Jim showed that he lacked this skill. Furthermore, Jim never had enough time in the day to complete his paperwork and had to do it at home in the evening. This caused a strain in his family life, especially with his wife.
Jim did not give the same customer service to all his clients. While Jim gave special consideration to some clients by arranging next morning delivery, this meant that he delayed delivery to other customers.
