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THE CORNELL COMPANY

SELECTION OF A SALES MANAGER

Group 8

Chinmay Dubey (2102141)

Harsh Joshi (2012147)

Ritika Kandpal (2012172)

Alay Shah (2012068)

Malav Yogesh Kansara (2012150)

Shantanu Nalawade (2012063)

Arjun Kapoor (2011113)

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The Cornell Company is based in Chicago, Illinois

Manufacturer of special purpose metal fasteners and metal

fastening systems used by metal fabricating manufacturers Paula Ruiz, VP Marketing, is in a dilemma regarding selection

among 2 potential candidates for the vacant post of Sales

Manager at Cornell

Current situation: Previous manager quit 7 months ago to join rival company

Ruiz is managing the 56 person sales force apart from her own responsibilities

BACKGROUND

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Maintaining the field sales team

Hiring, firing, training, supervising, compensating, controlling and evaluating

All the paperwork of the department Budgeting, Expense account auditing and Sales force planning

Handling special accounts and difficult contracts with the sales

reps

Communications with the sales reps when they are on the field

SALES MANAGER

RESPONSIBILITIES

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Janice WilsonPros:

Sales Manager for an Instrumentation company Good reputation in the industry for outstanding sales force building

A strict boss when it came to demanding performance

Cons:

She does not have experience in this industry

The work practices which she had might not go down well with the

Cornell sales team

THE CANDIDATES

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Gordon Pierce would leave the company anyways if not made the sales

manager

So either way they are loosing out on their best sales rep

Select Gordan Price as the Sales Manager

Being a sociable person, this would give his morale a boost and he would

be motivated to excel as the sales manager

Monitor his work for 6 months

If after six months the result is not good, hire Janice Wilson for the postof Vice President Sales under Paula Ruiz and above Gordan Pierce

OUR SUGGESTION