Dick Spencer Case Analysis Essay

neb SpencerIn this case scratch Spencer, a healthy-known(a) employee of an aluminum producing comp either surviveed his behavior up the ranks from being a flourishing gross revenueman to a represent passenger car. besides through his renewing of intentions gumshoe experienced round pitf alones. In the by-line paragraphs I will dispute the main contri buting factors to slits success as a salesman and the issues he faced as a plant manager and provide informed ersatz solutions. barb knew the business well which compete a vital role in his success as a salesman. cherubic pop of college and with a Masters degree in Business constitution attributed to his knowledge of the business world. According to Foster-Pedley (2013), individuals with a MBA apply their new expertise and white talents in their personal credit lines and towards the conjurement of the arrangement. They use resources correct, applying their fancy and creativity more in effect, and dare to meta morphose and make progress (Foster-Pedley, 2013, p. 13). Individuals who attained a MBA credit their promotion, field change or pay increase to the degree (Ainsworth, 1995). Weve all heard the adage, knowledge is power and peter certainly had the potential and prevailed as a salesman. galosh had the ability to sale and harmonise to his co take formers he was personable which amplified his sales ability. effectively communicating and connecting with clients is an principal(prenominal) aspect of the buyer-seller kind (Hung, Lin, 2013). Whether its on a private aim or professional level making that semblance is the key.Through his mild to talk to personality, creature built relationships and gained sureness. interrogation indicates higher levels of trust are anticipate to result in more plus attitudes, higher levels of cooperation and other forms of pass waterplace behavior, and higher-ranking levels of procedure (Dirks, Ferrin, 2001). Additionally in beau monde to s ale a product you collect to know your product. Product knowledge at a time correlates with how clients will respond to your product (Sangtani, Murshed, 2013). in one case youve established a connection with the customer you want to learn and understand your customers take. Having product knowledge is important so you sens identify what your product(s) mountain do to serve your customers needs. According to Feiertag (2006), It is fair not plenteous to simply mention the feature it needs to be presented as a prise to the prospective buyer. Successful individuals works in sales are enthusiastic and passing motived more or less(prenominal)selling their product (Stevenson, 2004). slam was able to signed some(prenominal) macroscopic gos by applying these fundamental sales skills. Dick was confident in his abilities to get the argumentation through with(p). Shortly after being utilise Dick secured a single, large contract deal, placing him high on the sales leader board. Dick was confident in his abilities and took felicitate in getting the meditate done. Its important to oblige confidence at work to professionally grow and advance your career. Dicks confidence as a salesman later helped him get a perplexity position. Dick enjoyed being a salesman and was pretty good at it.The view performed by Gyllensten and Palmer (2014), found parcelicipates were happier on the muse and outside of work when their confidence levels increased. They similarly reported improvements in employees completing their work duties and a willingness to make decisions (Gyllensten and Palmer, 2014). Again we can besides kick down credit to Dicks MBA degree as providing potency in his furrow instruction execution abilities (Simpson, 2005). impudence gives you the courage to do things you normally wouldnt receive comfortable insideng. In sales in that location are plenty of flock where the ordinary sales pitch conscionable wont seal the deal. Dick was also in tr uth committed to the job which reflected in his sales volume. In a review of the research on organization commitment and job performance, researchers identified there is a direct correlation in commitment to the job and achieving favorable results (Myer, Paunonen, Gellatly, Goffin, Jackson, 1989). coherent with this prospective, Shore and Martin (1989) found that better performance was shown by employees with higher commitments. Dick was so committed to the job that it cost him his scratch marriage. He was life-threatening about stint his sales goals and for each one of these factors previously expound played a part in his success as a salesman.However after a few eld as a salesman, Dick wasnt getting the pleasure from the job as he had in the past. Therefore he requested a transfer out of the sales department and into a care role. Dick was named plant manager at Modrow. He came in at a hectic time when a devote out of changes were being implemented. In his efforts to fam iliarize him egotism with the day-by-day operations, Dick first struggle as a manager was micro-managing. He had his hand in everything possible which made his employees feel very un-easy. According to Dr. White, Dick possess many another(prenominal) symptoms of a Micromanager. For example, Dick wager in cutting costs inevitable the expert knowledge of the accounting group. wise to(p) thataccounting wasnt his strongest subject he still spent numerous hours sepulture himself in details that he conscionable could not understand. Micromanagers dont impart any decisions be made with their acclamation (White, 2010).Dick had also taken on too many tasks at in one case making it almost impossible for any of them to be implemented successfully. Being the micromanager that he was, Dick didnt proxy tasks very well, another symptom of a micromanager (White, 2010). another(prenominal) example of Dicks micromanaging is when he insisted on changing the disposal appendage of scraps. Whe n discussing this change with his foremen, Dick didnt listen to the foremans thoughts as to why the change wouldnt work. Micromanagers tend to have the mentality its my way or the highway. Traditional micromanagers will completely contract new concepts offered by their subordinates (Weyand, 1996).Work-related stress abnormal Dicks job performance. It also was creating issues with his family as they felt abandoned piece he spent countless hours at the office. Through trying to prove himself to leadership and to his new employees, Dick lost direction on other important matters. His forethought position required him to take on more responsibilities which demanded more of his time. In clubhouse for supervisors and managers to excel and be a high-octane force in organizational life, job stress must be attach (Stanley, 2014).As Dick noticed processes that demand to be changed he was unsuccessful in communicating those changes. As a manager being able to successfully intercourse is essential. Communication failure could potentially bring forth a serious problem in an organization. Information is lost causing discombobulation reducing productivity and increases costs. In an obligate published by Jost (2006), he discusses several situations where failure to communicate resulted in some hefty financial costs to many companies. Dick was so focused on cutting costs that he forgot to formula at the big picture. If he had effectively communicated his interest to cut costs with his supervisors and foreman, he could have potentially found a solution. Additionally, his relationships with his employees werent the best, which is another consequence of powerless communication (Tunk, 2014). Now Id like to focus on the following good words that could resolve Dicksmicro-managing style, work-related stress, and powerless communication.To address Dicks micro-managing style, he needs to be flexible in how the job gets done. Dick can delegate tasks that can be handled w ithout his supervision and give them ample time to complete each task. He can do this by building trust, empowering his employees to be a part of the decision making process (White, 2010). fashioning rounds within the plant had a invalidating impact on employees. They were worried about what he was up to and why he kept coming around. There was a lack of trust. His presence caused everyone to be less productive in their jobs.The second recommendation is time management to address Dicks work-related stress. Its important for Dick to find a equalizer betwixt work and family for the sake of his marriage and kids but also for his well-being. If Dick continues operating this way it could potentially lead to some serious health problems (Heikkia et al., 2013). To help him find this balance he needs to reevaluate whats most important to him. Review his job duties that need to be completed and range them. Identify the tasks that can be done by someone else and delegate those tasks (McD onald & Hucheson, 1998). Dick should also try to engage in outside activity that requires his complete attention. look for supports that a psychological detachment from work effectively mitigates some of the negative cause of work-family conflict ( moreno et al., 2009).My last recommendation is astir(p) his communication skills. Dick was not successful in trying to implement a change in the process to drum out scrap siding. The keys to effective communication is listen and learning. Effective communication improves work performance and productivity within the business. It also builds trust and creates transparency which is something Dick is currently lack within the Modrow plant. Communication promotes collaborative work where everyone has an opportunity to share information (Tunk, 2014). If Dick were to implement these few changes I intrust he would start reaping the benefits of his management role and overall increase morale at the plant.ReferencesAinsworth, M., & Morley, C . (1995). 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