JUS-GRA Industries is an automotive aftermarket parts distributor based in Munich, Germany. As VP of sales for
Question:
JUS-GRA Industries is an automotive aftermarket parts distributor based in Munich, Germany. As VP of sales for JUS-GRA industries you have been tasked with opening and staffing the first new sales office for the company’s Asian operations, which are forecast to grow nicely over the next several years. Based in Tokyo, one of the challenges of this region are the large distances that must be traveled by air to call on customers in far flung locations like Seoul, Shanghai, Kuala Lumpur, Singapore, and other key cities that JUS-GRA would like to open for business. As you consider assigning salespeople to this new region you are very mindful of these travel demands along with other inherent challenges of opening up in a new region of the world. At the same time, one of your best longtime salespeople in Germany—Angelika Krafft, who is also a close family friend—has asked you if she could be moved to this new area. Angelika sees this as an opportunity to gain visibility in the company and show what she can do. You know, however, that she has a family with three children aged 11–16 and that the demands of the new job may put pressure on her family and her spouse. How would you handle her request? Explain your decision.
Step by Step Answer:
Sales Force Management Leadership Innovation Technology
ISBN: 9781138951723
12th Edition
Authors: Mark W. Johnston, Greg W. Marshall