Caso Merc

CASE 1.1
Questions
1. Based on the brief conversation between Jerry Kline, Grace Gallo, and Paul Swenson, what kind of sales manager do you think each of them is? What do you think is the level ofperformance of the sales force each person heads? How do you think each of them will benefit from the sales management training seminar?
Jerry Kline is the kind of manager that thinks the importantthing is the money. He does not care about building customer relationships, just offer products at lower prices than competition and you will get sales. He does not care about performance, just makingsales. He will not benefit at all by the attitude he is having, but if he is willing to learn, he will know that it is important to make a good sales performance and great long term customerrelationships.

Grace Gallo is the kind of manager that wants the things his way; if he is happy, their employees are happy. He likes to be the best and reach for his goal always. The training seminar canhelp him
being more open on doing a better performance, but if he does not listen and be willing to learn he will not benefit from the seminar.

Paul Swenson is the kind of manager that is willingto learn new things. His level of performance will increase because of what he will learn on the seminar. He will benefit because he learned that top management does not allow to match some of thediscounts that competitors are offering, he will learn to sell on some basis other than price, developing closer customer relationships and better service. Also, he will learn how to get early warningsabout coming market trends and how to do this customer relationship management stuff that’s supposed to help us keep profitable loyal customers.
2. If you were a top executive for a company, how wouldyou go about selecting your new sales managers? What specific criteria would you use? How would you determine whether your candidates had the qualities desired?
I will select the best sales...