CASE 7.1 ARKANSAS FISHING COMPANY Are Quotas Accurate? Carl Hess has an outstanding track record as a salesper Carl laughs at the quotas you set for him. He says you son at Arkansas Fishing Company. His behavior toward don't know his customers and their buying potential. customers is excellent and could serve as a role model. Your group has spent immeasurable amounts of time But with his peers and even with you the sales group's and energy trying to persuade him to consider other op- manager-he is best described as offensive even though tions and approaches to problems whose solutions are his ideas are good ones. He makes it clear he thinks any vital to the sales group. The group's resentment toward ideas or opinions presented by anyone else are worth Carl is interfering with its growth and development as a less and inadequate. Cart seems to wear earmuffs with team. built-in filters--filters that allow only his own words to enter his thoughts for consideration. He never actually QUESTIONS hears what others are proposing or suggesting, he is 1. If you were Carl's manager, what would you do about his opinionated, argumentative, and downright unpleasant behavior in the ways interacts with the group. 2. What alternatives would you consider, and which course of action would you select