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Report On The Case: in Partial Fulfilment of WAC Course

Gaurav Rathee submitted a report to Prof. Madhusri Shrivastava analyzing the case of Wendy Peterson. The report discusses Wendy's challenge of increasing sales by 40% in 2 years and her hiring of Fred Wu to target the Chinese market. Wu demanded a personal assistant but Wendy refused as it was only offered to senior salespeople. The report evaluates 3 options for Wendy and recommends sticking to her decision and finding a replacement for Wu to avoid dependence on a single person.

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Kunal Kaushal
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109 views7 pages

Report On The Case: in Partial Fulfilment of WAC Course

Gaurav Rathee submitted a report to Prof. Madhusri Shrivastava analyzing the case of Wendy Peterson. The report discusses Wendy's challenge of increasing sales by 40% in 2 years and her hiring of Fred Wu to target the Chinese market. Wu demanded a personal assistant but Wendy refused as it was only offered to senior salespeople. The report evaluates 3 options for Wendy and recommends sticking to her decision and finding a replacement for Wu to avoid dependence on a single person.

Uploaded by

Kunal Kaushal
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Report on the case

WENDY PETERSON
In partial fulfilment of WAC course

Submitted to: Prof. Madhusri Shrivastava

Submitted by: Gaurav Rathee, 2015PGP020

Memo of transmittal
To: Prof. Madhusri Srivastava
From: Gaurav Rathee
Date: 03 Feb 2016
Sub: Report on Wendy Peterson

This document is submitted in partial fulfilment of the WAC course. It contains my analysis on
the case Wendy Peterson. It is my official submission towards the individual-assignment
component.

Structure followed in for the analysis is provided framework and report includes illustration of
various options to solve the defined problem statement. Each option is evaluated on various
criteria and recommendation is made.

In case you need further information related to the report, I will be happy to provide it.

Yours Sincerely,
Gaurav Rathee

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Executive Summary
Wendy Peterson was the vice-president of sales for AccountBacks Plano, Texas office. When
she took this position she promised to increase the revenue of this underperforming office by
40% in 2 years. For achieving this target she shifted her attention to the Chinese market and
hired a sales guy named Fred Wu. Within eight months of being employed Fred signed the
largest client in the region. He also promised of 3 new client within the next quarter. However he
demanded for a personal assistant and even threatened to quit over non-fulfillment of this
demand. Wendy should not give in to such a demand. She should make it clear to Wu that such
demands will not be entertained and if he wants to leave he is free to do so. In addition to this she
should also start looking for a new hire so that all the sales in the Chinese market do not depend
on only one person.

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TABLE OF CONTENTS

1 Situation Analysis 5
2 Problem Statement 6
3 Options available 6
4 Criteria for evaluation 6
5 Evaluation Options 6-7
6 Recommendation 7
7 Action implementation Plan 7

4
Situation Analysis
Wendy Peterson being the vice-president of sales for AccountBacks Plano, Texas office has a
very challenging sales target ahead of her. To meet this sales target, the targeting of and success
in the Chinese market is very important. However with just one contract (though a major one)
Fred Wu has started to dictate the terms. His behavior and actions in the office are not in
accordance with the norms being set in the company.

Fred Wu is not seen in the office often. He does not


report about the status of his work to Wendy regularly. He does not mingle enough with other
people in the office. He is required to focus on getting new businesses but he wants to kept in
loop for all the dealing with the clients that he has brought in. He also sold an add-on to his client
very early in the deal and that too without informing Wendy. All these acts from Fred Wu though
have not gone well with Wendy but she still manages because he showed a lot of potential.

However during a meeting Fred made the request for a


personal assistant. Wendy made it clear that only the most senior sales guys get such facility.
Next day Wu came to Wendys office and told her that a competitor has approached him. Wendy
asked him not to leave the company over such a demand. However the final decision is in
Wendys hands.

5
Problem Statement
Should Wendy Peterson cave-in or stick to her decision about the demands made by Fred Wu?

Options:
Wendy should provide Wu with a personal assistant.
Wendy should provide Wu with a personal assistant and increase his sales targets.
Wendy should stick to her stand of not providing a personal assistant to Wu and start
looking for another sales guy for Chinese market.

Criteria for Evaluation


Attaining of the sales target of revenue growth by 40% within 2 years.
Increasing sales in the Chinese markets.
Keeping the morale of all members in the team high.
Attaining of the sales target by following the prevalent norms in the company.

Evaluation of options
1. Wendy should provide Wu with a personal assistant: If Wendy goes ahead with this
plan then she would be putting a lot of things on stake. Other sales guys in the company
might feel betrayed because the company offers such facility only to the senior guys.
This act from Wendy will also make her more vulnerable to future demands from Wu.
He is already flouting a lot of norms in the company. Giving in to such demands should
be made only after Wu has proved his mettle. But that is not the case. He has been able
to bring in the only one major client in eight months. His demands are more than what he
has been able to perform in the eight months. Wendy should make this thing clear to him
and not give in to this demand even if he threatens to leave the company.
2. Wendy should provide Wu with a personal assistant and increase his sales targets:
Though this might look like a positive move towards attaining the growth targets but the
cost of this move would be very high. Even though Wu might get motivated and be able
to bring in more clients from the Chinese market but other employees morale will take a
hit over this move. They might feel betrayed and also leave the company. This can prove
to be disastrous for the company and the targets set by Wendy.
3. Wendy should stick to her stand of not providing a personal assistant to Wu and
start looking for another sales guy for Chinese market: This would be the best option
for Wendy. One person should not be given such powers so the he/she can dictate the
terms. The reaction of others in the company should also be taken into consideration.
Wendy should also start looking for another person to target the Chinese market

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irrespective of the fact whether Wu leaves the company or not. If Wu leaves than she
should hire 2 guys so that none of them gains bargaining power was Wu tries to have.
This move will be in line with the companies norms and would prove beneficial in long
run.

Recommendation
Option 3 seems to be most reasonable in terms of achieving the lofty targets set by
Wendy. This way the morale of the employees will be kept high, they wont feel betrayed and
Wu would not have all the bargaining power.

Action Plan
Wendy should follow the following steps:

Make it clear to Wu that a personal assistant will not be provided to him as of now.
Increase the pressure on Wu to adhere to the companys norms and increase his sales
targets.
Start looking for another guy irrespective of whether Wu leaves the company or not.

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