Case study: The Transferred Sales Representative
Tom King served as district sales representative for an appliance firm. His area covered the whole of New South Wiles, and it included about 200 retail outlets. He had been with the company for 25 years and in his present job and location for 5 years. During this period he had met his state sales quota each year. He is currently located in Sydney.
On June 15th, Tom learned through local friends in the real estate industry that the partner of a sales representative in Tasmania was in Sydney to try to rent a house. She told the real estate agency that her family would be moving to Sydney in a few days because her husband was replacing Mr. Tom King. When Tom King heard this, he refused to believe it as he didn't know anything about it!
About two weeks later, on June 26, he received a postal letter, postmarked the previous day, from the Company HR Manager, the letter read:
Dear Mr. King,
Because of personal vacancies we are requesting that you move to Tasmania, effective July 1.. Mr. Jim Fix from Tasmania will replace you. Will you please see that your inventory and property are properly transferred to him?
I know that you will like your new district. Congratulations!
Sincerely yours, (Signature)
In the same mail Tom King received his 25-year service pin. The accompanying letter from the HR Manager read:
Dear Mr. King,
I am happy to enclose your 25-year service pin. You have a long and excellent record with the company. We are honoured to giye you this recognition, and I hope you will wear it proudly.
Our company is proud to have many long-service employees. We want you to know that we take a personal interest in your welfare because people like you are the backbone of our company.
Sincerely yours, (Signature)
Tom King checked his quarterly sales bulletin and found that sales for Tasmania were running 20 percent below the target.
Adapted from
Dixon. R. 2003. The Management Task, Buttenvorth-Heinemann, Oxford: UK
Davidson, P. & Griffin R. W. 2000, Management Australia in a Global Context, Houghton MIMI°, Milton: OLD
Case Questions
Analyse the events (critical analysis) in this case as they relate to Leadership, Motivation and OB concepts. What should Tom King do now? Explain. What suggestion do you have for the HR Manager of the company? Explain.