Caselet 1: Long Island Manufacturin
g Jim Johnson is the new sales manager for Long Island Manufacturing (LIM), a supplier of products for restaurants in the greater New York City area. Johnson spent the first month of his tenure at LIM analyzing the culture of his new firm. He’s noticed that although the company sets annual and quarterly goals for its sales force, penalties aren’t imposed when the goals are not met. Also, salespeople appear to meet their sales goals late in the performance period by negotiating lower prices with their customers. In addition, accounts often receive poor customer service. Jim Johnson realizes that if he is to change the firm’s sales culture, he must take action.
Questions 1. What actions would you recommend that Johnson take?
2. How difficult will it be for Johnson as he attempts to realign the internal culture with LIM’s external strategy if the firm’s upper managers don’t support his actions?
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