MAARA MAARI:

Your Manager shouted at the MRs for bad performance in your Sales Office and there was go slow and MRs agitated that the Manager should apologies. The Company was reporting losses and could not afford a show down. However, tolerating such go slow was also not the right thing. The MRs were putting pressure and instead of 10 calls per day to the Doctors, they did only 6 calls per day were suspended pending enquiry. The situation is tense. The workmen were not happy that the Company was not ready to negotiate the settlement and the Company was not happy with the IR situation, loss of production and assault.

You are the new Director Sales and you are in a dilemma how to proceed. Any disciplinary action on the MRs will worsen the situation and have a hit on sales. The Company is keen that the situation should not go out of hand but at the same time, no indiscipline should be tolerated.

Your Company is known for its values and beliefs. You are in a situation that “ Do, you are damned, Don’t do, you are damned”.

What is your assessment of the situation?

What are the steps that you will take?

How will you manage each of these steps?

What are the things that you will do and will not do?

What are the resources that you will look for?

What will you do finally?

How will you decide finally What factors will you place importance on while taking the final decision.?