What to do with a rebellious and disruptive super-salesman?

Article Abstract:

A hypothetical case is developed in which an office automation firm must deal with the outrageous demands of its best and brightest salesman and systems analyst, a gentleman whose attitude in front of clients is charming and persuasive, but who rants and raves when management appears to be slow in fulfilling the needs of his clients. Eventually the employee flares up at the company's CEO and disappears, but still the executive is leery of letting him go because of the number of clients the firm would lose. It is suggested that the CEO learn how to harness the entrepreneurial talents of the analyst to make him productive within the confines of the company and to give him enough freedom to let his talents truly bloom.

Social aspects, Analysis, Employee motivation, Problem solving, Sales management, Sales personnel, Salespeople

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How can retailer boost quality but preserve margins and stay competitive?

Article Abstract:

A hypothetical case is described in which the managing director of a large supermarket chain is faced with decreasing market share in a competitive industry, with pressure being applied from the high-end by a chain that emphasizes quality and from the low-end by a chain that stresses low prices. The company had been competing against both on price and quality, but found it had been losing on both counts as well. In deciding whether to compete on price or quality (or a mix of both) it is recommended that the manager emphasize quality, with improvements required in determination, education and implementation. More benefits will accrue in the long run with a strategy that stresses quality.

Product quality, Retail industry, Retail trade, Marketing management, Business planning

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A tale of two countries

Article Abstract:

The signs of economic development and industrialization are hard to miss in Singapore and Malaysia, two countries very close in proximity and very different in history and natural resources. Singapore is considered one of the most prosperous countries in Southeast Asia, and it has developed an outlook that is brimming with self-confidence. Malaysia, on the other hand, suffers from what is perceived as an ethnic problem, with its Chinese minority controlling more than its share of sales and production jobs and a large share of the economic power in the country. The contrasts between the economic development and industrialization plans of the two countries are described.

Economic aspects, Economic policy, Singapore, Developing countries, Economic development, Malaysia, Asia, Industrial development, Industrialization

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