Essay about Sales and Melissa

Decent Essays
Written in 2012 by Brenda Ellington Booth and Karen L Cates from Northwestern University, Growing Managers: Moving From Team Member to Team Leader, describes a fictional scenario from the point of view of a newly promoted Sales Manager named Melissa Richardson in a company called ColorTech Greenhouses Inc. Melissa faces an abundance of problems that many new managers are unprepared for. (Ellington Booth & Cates, 2012 Kellogg School of Management) Company Overview-
Located primarily in the southern region of the United States, with its corporate headquarters in Phoenix, ColorTech is a privately held company that grows and supplies annual and perennial flowers to
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Chelsea from the start was openly hostile with Melissa. Chelsea feels that Melissa is not giving her a chance to become a sales rep even though she has never expressed that desire to anyone. She eventually expresses her interest to Melissa who told her to put a resume together for consideration. Chelsea still feels slighted and has hires an attorney to approach ColorTech about gender diversity records.
Nick Ruiz- Nick is fresh out of college and has been with ColorTech for 1 year. He is the most enthusiastic of all the employees on the team. He is currently a store merchandiser, but will do whatever it takes to get into an account rep position. His product knowledge is very strong, he has active discussions with customers, and since there is a greenhouse on site he has strong knowledge of operations as well. He even forgoes his breaks to go into the greenhouse just to talk to workers about the jobs that they do.
The Situation-
From the very start Melissa Richardson has received no support or respect as a manager. In addition, Melissa has never had any managerial experience and has stepped into an office where she is way over her head with problems that she has never faced before. Her first day on the job gave a glimpse of what she was in store for. Her regional sales manager did not show up to introduce Melissa and to get Melissa acclimated to the team. The top sales rep in the company did not respect her and showed up to the first meeting late
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