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CASE 1-1 IS A CAREER IN SALES RIGHT FOR You? Janice Jones graduated from a Canadian community have reliable transportation and always appear profes- college with a diploma in marketing management. At sional. She was proud of her new position but over the 22, she was an engaging person, an active community course of the first few months, she felt overwhelmed. volunteer, and heavily involved in extracurricular activ- She had a tough time getting appointments and was ities at her college. She played on the varsity basketball beginning to take the rejection personally. Her stress team and served in a leadership capacity in her school's levels were increasing each week She found that even student government. While doing this, she maintained after getting appointments with prospective buyers, high enough grades to remain on the Dean's Honour only half were actually giving her the order. list throughout her college career. Janice always loved If she kept up her current level of sales, she deter- selling. She excelled at it in any of her part-time retail mined that she would eam approximately $60 000 in jobs and loved meeting people. She was a true "people her first year of sales. She was disappointed with this. person." Janice's short-term goal upon graduation was After hearing in the interview that many of her col- to make a lot of money so she could settle down and be leagues were earning six-figure salaries, she had thought comfortable before she was 30 years old. that she could easily reach these figures, if not exceed Ishmar Patel was a recruiter for the Canadian divi- them. After all, she had always succeeded in anything sion of a major business machine manufacturer. The she put her mind to company's expansion plans created a need for 10 new Near the end of the third business quarter. Janice salespeople so Ishmar was on the recruiting trail at col- had a particularly poor week of sales. Combined with leges and universities across Canada. When he arrived the fact that she had just received notice of a rent in- on campus, he was given a pile of resumes to review in crease, she wondered if she was in the wrong line of hopes of finding a few candidates to whom he would work Janice set up a meeting with her sales manager offer an interview. After a day of reviewing there were a for the following Monday morning. She spent the week- few that caught his eye but in particular, he liked the end depressed about the meeting she was contemplat- resume of Janice Jones. To him, she seemed to have all ing quitting her job and moving on to something of the qualities that often lead to success in sales, so he different. She hated thinking this way as she had always offered her an interview. enjoyed selling and had planned a career in it During the interview, Janice was outstanding. She presented herself well and was confident in her abili- Questions ties. Ishmar informed Janice of the responsibilities of 1. What should Janice do to properly prepare for her the job and the tremendous earnings potential. In fact, meeting? he informed her that some of the current salespeople 2. How should Janice's sales manager handle the meeting? were earning in excess of $200 000 per year. Janice's 3. Should Janice consider switching careers? Why or eyes lit up as she visualized herself being able to reach why not? her short-term financial goals. Ishmar was so im- 4. What qualities did Janice have that would make her pressed by her interview that he offered her the job an attractive sales recruit? and, not being known to shy away from challenges, 5. Were Janice's expectations too high as she entered a Janice accepted. sales career? Janice immediately purchased a new car and a new 6. What can professors do to better prepare students wardrobe as her new position would require her to for a sales career