Caselet 2: Ligon Industrial Ligon Industrial, which is located in Athens, Georgia, manufactures customized truck bodies for utility firms located in the state. Ligon’s sales manager, Fred Stephenson, recently ranked each of the company’s five salespeople in five performance areas. The rankings were as follows:
However, once Stephenson had ranked his sales staff, it was hard for him to identify the salesperson who should receive the top rating. He also wondered how he could utilize the information to coach each salesperson to improve his or her performance.
Questions
1. Are all five categories used for ranking the sales force equal in importance?
2. What are the advantages and disadvantages of a ranking system?
3. Under what conditions is it appropriate to rank one’s sales force?
4. What can be concluded if each category receives an importance weight?
5. What recommendations would you offer Fred Stephenson?
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