Case Study Of A Regional Sales Manager

Decent Essays
Alex Baker is a Regional Sales Manager for an international corporation in Dallas Texas, that sells diet products and nutritional supplements. Melinda Perez, a saleswomen, who is multilingual, has been a great asset to the company. Alex and Melinda have worked together for years, and shared many accomplishments regarding the company. Alex has set meetings with Melinda to discuss her sale performance, and future plans for the corporation. Alex and Melinda’s first meeting regarded sales that were off by 40% in the past three months. Alex initiates the conversation by recognizing Melinda’s ability to make improbable sales with Mexico and Brazil, by relating to the language and cultural background of those territories. He opens the floor, allowing …show more content…
Melinda has requested female assistance from management, but believes she hasn’t been acknowledged. Melinda previously resisted the offer of another salesperson because she didn’t want to share bonuses. Alex mentions that he has provided collateral materials and offered to send support, but her specific requirements were hard to meet. Melinda feels that management doesn 't understand the issues she 's facing because there is no female management that may relate to her situation. Not having the assistance she needs has caused her sales to …show more content…
However, as a regional sales manager, Alex should have provided some sort of assistance so that Melinda wouldn’t be overwhelmed in the time being. Meeting the budgeting was also an issue Alex was facing in hiring an assistant, but since Melinda is a key asset to the company, as a manager I would correlate how it could benefit the company 's sales. I would provide temporary assistance, until I could find an appropriate candidate so that she can continue to excel. Not providing her any support, affect the company 's performance. However, Melinda should understand the process it of finding an assistant and taking the budget into consideration, by working with what the company is able to provide. As an employee, Melinda should have voiced those concerns before her sales declined and if there was no action taken, she should have reached out to the top management. Alex should have used his managerial decision making skills in providing needs of his employees to perform, and Melinda should have attempted to make more of an effort to receive assistance if she believed it could detriment her performance. This situation has caused the company in meeting its goals, when it could have been avoided by investing in some type of support, that can benefit the company in the

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