THE CORNELL COMPANY

Presented by:SWAPNIL (12)SUNIL (13)NIKITA.P (14)KARTIK (15)

Flow of case study:-

• Introduction of the company• Gordan Price• Janice Wilson• Paula Ruiz• Our decision(Conclusion)

• Cornell company was one of the nation’s leading manufacturers of special purpose metal fasteners & metal

fastening systems• This case study is all about recruiting the right

candidate for the sales manager’s post in the cornell company.7 months previously,the companys former sales manager had resigned to accept sales managership of cornell’s major competitor

• Since that time Paula Ruiz had assumed direct control of the sales force but she clearly saw that in doing so she was not only neglecting her job but also was doing a poor job of managing the sales force.

Introduction

The Characters• Ruiz’s search far a new sales manager had narrowed

down to two people….

JANICE WILSONShe is one of the

leading candidate for the sales managers post

GORDAN PRICEFirm’s best known sales rep. & a candidate for

the post

The protagonist:

PAULA RUIZShe is the V.P of marketing of the

Cornell company of Chicago & had to decide the best

candidate for the sales’s managers

post

Gordan Price

• 37 YEARS OLD,MARRIED TO AN UNDERSTANDING & CHARMING WOMEN AND IS HAVING 3 CHILDREN.

• HE WAS JUST A HIGHER SCHOOL PASSED OUT.• PARTICIPATED IN MANY SELF IMPROVEMENT

PROGRAMMES.• WORKING IN CORNELL FOR LAST 15YEARS

AND PRIOR 4YEARS EXPERIENCE OF PRODUCTION.

• PRICE HAVE EXCEEDED OTHER REPS SINCE LAST 10 YEARS IN PERFORMANCE.

• NOT ONLY HE MET HIS TARGET BUT ALSO EXCEEDED HIS QUOTA BY 20%.

•AVG EARNINGS - $1,00,000. LAST YEAR -$1,35,000.

•KNOWING ABOUT THE VACANCY ,HE DIRECTLY FORCED RUIZ TO SELECT HIM & TOLD THAT HE HAS AN OFFER FROM THE COMPETITOR`S FOR THE SAME POST.

ROLE OF SALES REP…

• WORK CLOSELY WITH BOTH ENGINEERS AND PURCHASING AGENTS OF CUSTOMER`S ORGANISATION.

• MOST OF THE TIME WAS SPENT IN WORKING WITH LONG STANDING ACCOUNTS.

• FINDING OUT NEW ACCOUNTS.• EACH REP WAS PROVIDED WITH

LAPTOP,MOBILE, FAX MACHINE WHICH ALLOWED IMMEDIATE CONTACT WITH OFFICE AND MANAGER

DRAWBACKS……

• PRICE WAS NOT EVEN A GRADUATE.• IF HE IS SELECTED AS SALES MANAGER,HE

WOULD BE UNHAPPY WITH THE SALARY i.e. $90000.

• ALSO THE COMPANY WOULD LOOSE A GOOD REP.

• IN CASE IF HE IS SELECTED HE WOULD NOT MAKE A GOOD SALES MANAGER.

Janice Wilson

• Janice Wilson, is the second leading candidate for the post.

• She is 32years old,married women.• She had been acquainted for more than 4yrs

as a sales manager of an electronic company. • Has a very good reputation in industry for

building an outstanding sales force.

• She has most pleasant behavior & she ran a very tight ship. She is always demanded for outstanding performance & seems to get it.

• Paula Ruiz knows Wilson from their college days. Also they were member of several clubs together, while not close friends.

• One day in the clubs meeting Paula mentioned to Wilson that their company has job opening & she wants to know some outstanding persons whom she could recommend for the job.

• Firstly Wilson hesitated for moment to talk about this matter.

• After that Wilson confided that her firm was about to be acquired by a larger firm

• She was not at all aware about the management of that firm. She was also less interested in work with that company and said that the people working in the company are not her kind of people.

• So Wilson told Paula that she knew about the Cornell Company & is interested for the job.

Paula Ruiz

• Vice President Cornell Company (Chicago). • She has to make a decision on whom to

select as a Sales Manager• From the time when the previous sale

manger resigned Ruiz had assumed direct control of the sale force, but she clearly saw that in doing so she was not only neglecting others responsibilities but also doing a poor job of managing the sales force .

The sale ‘s manager responsibilty

• Mantaining an effective field sale force. 1. Hiring 2. Firing 3. Training 4. Supervising 5. Compensating 6. Controlling 7. Evaluating

SALES MANAGER ACCOUNTABILITY

• ALL DEPARTMENTS PAPER WORKS. Preparing budgets Auditing expenses Sales force planning Handling contractsA large portion of his time was spent in

meetings with other member of management to co-ordinate sales force activities.

Cordination between sale’s force and sale’smanager

•Technical informations are available to all sales reps by accesing the company`s mainframe computer•Every employee can access by electronic mail.•Sales manager had an assisstant in home office to handle all the communications between the reps and the manager

So according to us the best candidate for the post is….

THANK YOU…..PAULA

….GLAD TO BE A PART OF THE CORNELL COMPANY……

JANICE WILSON

Conclusion

• So, we conclude towards the end that Janice Wilson is the right candidate for the post of sale’s manager for the cornell company…

• She possessed all the necessary qualities for the post of a sales’s manager….and we feel that even RUIZ would have chosen JANICE WILSON….

Questions???