TIME FOr THE Ax? The Situation You are the sales manager for a well-established medical equipment company. You’ve been with the company a long time and, generally, you really enjoy your job. The company’s new president is interested in proving herself and has set a goal of 10 percent sales growth per year. Each sales representative has a quota that they are expected to meet. Those who exceed their quota will receive a bonus, and those who fall short of their quota will be fired or placed on probation. The Dilemma
Your sales staff have worked really hard over the past year
to meet their new quotas. Six of the eight representatives met
their quotas and received bonuses. However, two others have
fallen below. Jane fell 2 percent short of her quota and you’re not surprised. She’s not hard working and often leaves work early to
play golf. Bill, on the other hand, has been with the company a
long time and is widely respected for his work ethic. However,
he’s struggling to care for his sick mother and fell 7 percent
below his quota. You know that control is an important part of
being a manager, but you’re unsure what to do. The company
president has asked to meet with you tomorrow to discuss the
situation.
QUESTIONS TO ADDRESS
5-21. Which management functions are involved in setting
goals and measuring performance?
5-22. What are the ethical issues in this situation?
5-23. What do you think most managers would do in this
situation?
5-24. What would you do?

TIME FOr THE Ax? The Situation You are the sales manager for a well-established medical equipment company. You’ve been with the company a long time and, generally, you really enjoy your job. The company’s new president is interested in proving herself and has set a goal of 10 percent sales growth per year. Each sales representative has a quota that they are expected to meet. Those who exceed their quota will receive a bonus, and those who fall short of their quota will be fired or placed on probation.

The Dilemma

Your sales staff have worked really hard over the past year

to meet their new quotas. Six of the eight representatives met

their quotas and received bonuses. However, two others have

fallen below. Jane fell 2 percent short of her quota and you’re not surprised. She’s not hard working and often leaves work early to

play golf. Bill, on the other hand, has been with the company a

long time and is widely respected for his work ethic. However,

he’s struggling to care for his sick mother and fell 7 percent

below his quota. You know that control is an important part of

being a manager, but you’re unsure what to do. The company

president has asked to meet with you tomorrow to discuss the

situation.

QUESTIONS TO ADDRESS

5-21. Which management functions are involved in setting

goals and measuring performance?

5-22. What are the ethical issues in this situation?

5-23. What do you think most managers would do in this

situation?

5-24.

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