An Analysis of the Dick Spencer Case Essay

2) Falvey, J. (1990) The care and feeding of new sales people; Sales and Marketing Management

Matt Grant is an ambitious businessman who has found himself at a critical life crossroad as he faces possible discharge from his corporate career while conceptualizing an innovative business endeavor. Trekking through a handful of failed corporate projects with the company he currently works for, he must decide whether he wants to play it safe and remain a corporate employee or take an opportunistic leap of faith in the business realm. Matt is not alone in his experiences. His wife journeys with him through his trials, and also experiences career setbacks as a result of Matt's past failures.

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

1. Bauman, David C., Leadership and the three faces of integrity, The Leadership Quarterly, Volume 24, Issue 3, June 2013, Pages 414-426, ISSN 1048-9843, http://dx.doi.org/10.1016/j.leaqua.2013.01.005.

The Dick Spencer case study contains multiple management issues but perhaps the most glaring problem is Dick’s micromanagement approach. This leadership style appears to be having a very negative impact on employee morale. Additionally, Dick’s approach seems to be perpetuating resistance to desired organizational changes. These three problems are not new to organizations, and a great deal of published literature exists that defines, describes and suggests recommendations to help overcome these issues. Some research data echoes other’s findings but others hold interesting points of view, especially with regard to micromanagement.

Strengths as a Salesman Dick Spencer has had an interesting career. He began as a salesman at Tri-American Corporation and quickly worked his way up the corporate ladder to management level. He experienced many achievements and also many roadblocks during that time. This case analysis will examine some of the contributing factors to his successes and failures as well as provide recommendations on how he could have been more successful as a manager. Dick Spencer experienced great success very early in his sales career. His outgoing, likable personality could have factored into that success. High levels of openness to experience are associated with curiosity and a willingness to entertain new

Strengths as a Salesman Dick Spencer has had an interesting career. He began as a salesman at Tri-American Corporation and quickly worked his way up the corporate ladder to management level. He experienced many achievements and also many roadblocks during that time. This case analysis will examine some of the contributing factors to his successes and failures as well as provide recommendations on how he could have been more successful as a manager. Dick Spencer experienced great success very early in his sales career. His outgoing, likable personality could have factored into that success. High levels of openness to experience are associated with curiosity and a willingness to entertain

The case described that Dick Spencer has spent most of his career life with Tri-American Company for almost fourteen years. He was best known for being one of the top salesmen with his superior sales ability and fast-paced contribution to the sales area of the company. Spencer had a close relationship with the president of Tri-American and eventually he has questioned about his career direction where he wanted to be in the future. Hence, he formally requested the president for a transfer out of his sales division. Spencer later started as a troubleshooter of the production and administrative division (Schuler & Buller, 1996) which required different tasks and skills for his job. The significance of job transfer has turned Spencer from an “easygoing guy from the sales department” into a “cold, calculating headhunter” (Schuler & Buller, 1996).

This paper describes the fundamental principles needed to acquire to be successful in sales. For example, "The Best Damn Sales Book Ever", by Warren Greshes, contains fifteen chapters and sixteen fundamental rules that craftily frames, "success". Success is told through Mr. Greshes personal stories and experiences, while providing concrete guidelines on becoming a salesperson. First and foremost, the book aims to motivate and inspire, and give the reader essential ideas on what goes into a successful career and a balanced life. Furthermore, the book offers effective techniques because Mr. Warren's stories have a universal charm that hilariously emphasizes the lessons and issues sales people have to face every day. Lastly, his bluntness and

Dick Spencer, a successful salesman within the Tri-American Corporation has decided to move his career to another level and take on the challenges of joining the management ranks. While Dick Spencer was a very effective salesman he soon found out that being a manager meant more than just walking around telling others what to do. In this case analysis four key issues will be addressed.

Motivational factors – like achievement, recognition, advancement, and responsibility are related to job satisfaction while extrinsic factors

Allport defines personality as ‘the dynamic organisation within the individual of those psychological systems that determine his unique adjustment to his environment’ (Allport, 1937). An individual’s unique personality traits and attributes are a powerful indicator of how he/she will interact with the work environment. The difference between average and outstanding employees can often be solely personality related. As the employee is the most valuable asset to the company, ‘selecting the right employee during the process is critical’ (Carbery and Cross, 2013, pp. 41-53)

Personality has been inherently defined as possession of a particular set of characteristics possessed by people which influences their behaviour and reactions in different situation along with their motivation level to react to difficulties at the workplace. However, understanding personality traits and their development has been a contentious matter. Nonetheless, various theories have been forwarded to rather contribute to this contentious debate. For example employers set goals and encourage involvement with the company to have a better employee performance, which would result in higher motivation level subsequently leading to increased efficiency. Studies regarding the relationship between personality traits of a particular employee

There are multiple theories of personality and leadership assessments that have proven effective in helping individuals achieve their full career potential. The “Big Five” theory of personality, for example, measures the five broad areas of personality, including extraversion, agreeableness, conscientiousness, neuroticism, and openness to experience (Srivastava, 2015). Other types of assessments, such as the more simple leadership assessment we explored, simply measure leadership qualities, such as emotional intelligence and confidence. In exploring a couple of such resources in more depth, such as the leadership assessment provided by the University of Kent’s Career Enhancement Center, as well as the Myers-Briggs Personality Type Indicator, it is clear that understanding more about oneself can lead to enhanced career choices.

Countless studies and meta-analysis have been done on the effect of the individual personality on success, whether it be within the workplace or an educational institute (ETS, 2016).