Colorado Computing Company’s Sales Decision-Making

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Table of Contents

Introduction
Appropriateness of the position for taking decision
Qualifications of Jane Adams
Disqualifications of Jane Adams
Qualifications of Bill Smith
Disqualifications of Bill Smith
The final decision

Introduction

This is a case study of managerial decision making with regard to the international sales of Colorado Computing Company (CCC). Some sales decisions call for the support of managers of other departments also. The sales managers alone cannot take some crucial decisions. Here, in this case, a decision has to be taken with regard to sending one employee to Saudi Arabia for negotiating a computer installation project.

Appropriateness of the position for taking decision

In this particular case, two persons namely Robert Donner and Jeanette Falcon are responsible for taking the crucial decision of whom to send from among the two eligible employees, both qualified and deserving. Robert Donner is the vice president of international sales of the company and Jeanette Falcon is the vice president of the personnel management department. They are in a bit of confusion as to whom to send to Saudi Arabia. Jane Adams and Bill Smith are the two options before the company.

The vice presidents are not able to come to an agreed decision. They are holding very good position in the company, which give them the power to take crucial decisions. It is but natural that there may arise some difference of opinion as the decision relates to two employees of personnel management as well as the sales management or marketing management, respectively headed by the two vice presidents.

Jeanette Falcon with his experience as the vice president of the personnel department, suggests that Jane should be assigned this job as she is much more experienced than Smith and also because she has got experience in international projects. He adds that, as a woman Jane may not have to face any problem in Saudi Arabia as Saudi Government extends proper consideration for foreign business associates. He supports his arguments citing the educational qualification of the two employees under consideration.

However, according to Robert Donner, Bill Smith is better suited for this assignment as Jane being a lady may not able to win the contract. He also argues that the project has to be assigned to a male, as this is the biggest project that the company has ever dealt with. Both the vice presidents really faced a dilemma, as they are not able to come to an agreed decision. They contacted the president of the company for his opinion. As a president of the company, I took a decision after analyzing the pros and corns of sending either Bill or Jane.

Qualifications of Jane Adams

Jane has good work experience compared to Bill Smith. She has spent six years in CCC in sales negotiations. She holds an MBA degree in International Business and had taken part in two major sales deals to firms in Norway and Sweden. This experience will be helpful in marketing as well as sales aspects

Disqualifications of Jane Adams

Even though she is well qualified, she has some major draw backs. The management found that she lacks confidence in team work. Her gender may also work against her in implementation of the assigned task.

Qualifications of Bill Smith

Mr. Bill Smith possesses very good experience in marketing and sales. He has five years experience working with the CCC. The company has good impression about his performance. He has international experience with senior executives and has acquired good sales and negotiation skills. He is considered as one of the crucial persons in the marketing decisions of the company.

Disqualifications of Bill Smith

Compared to Jane, Smith has less experience. This may affect his performance in the assigned duty for this major project.

The final decision

Bill Smith would not be unhappy if the position is not offered to him whereas Jane Adams would get upset and she will take it as lack of confidence of the company in her capability, which will affect her future contribution. Jane has shown greater interest and has adequate experience in dealing with the matter. Her academic qualification is absolutely fit for the position of chief negotiator. The MBA degree in international business is highly beneficial and appropriate for the assigned job. Her previous experience in sales negotiations will give her the advantage for handling the new sale negotiation in Saudi Arabia.

Bill Smith’s academic qualification in the marketing and sales field would not be considered as a significant factor for dealing with the international sales negotiation. His previous experience in a similar field was only as an assistant to the Senior Executive. Better experience is the major factor that qualifies Jane Smith for the negotiator’s role in Saudi Arabia.

In the matter of business issues, gender is not a factor for taking decisions and if it is brought into consideration, it will be discriminatory. Jane will be able to deal with the matter professionally as she has adequate previous experience. The attitude of Saudi Community towards women is now changed and thus the gender of the Chief Negotiator would not affect the image of the company among the Saudi Counterparts.

In Saudi Arabia in case of business matters, there is no discrimination towards women. Taking into consideration all these factors, it is recommended that Jane Adams would be the chief negotiator of the Company and she should be deputed to Saudi Arabia for handling the new business negotiation there.

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