THE CORNELL COMPANY

SELECTION OF A SALES MANAGER

Group 8

Chinmay Dubey (2102141) Malav Yogesh Kansara (2012150)

Harsh Joshi (2012147) Shantanu Nalawade (2012063)
Ritika Kandpal (2012172) Arjun Kapoor (2011113)
Alay Shah (2012068)
 BACKGROUND

• The Cornell Company is based in Chicago, Illinois

• Manufacturer of special purpose metal fasteners and metal
fastening systems used by metal fabricating manufacturers
• Paula Ruiz, VP Marketing, is in a dilemma regarding selection
among 2 potential candidates for the vacant post of Sales
Manager at Cornell
• Current situation:
• Previous manager quit 7 months ago to join rival company
• Ruiz is managing the 56 person sales force apart from her own responsibilities
 SALES MANAGER
RESPONSIBILITIES

• Maintaining the field sales team

• Hiring, firing, training, supervising, compensating, controlling and evaluating

• All the paperwork of the department

• Budgeting, Expense account auditing and Sales force planning

• Handling special accounts and difficult contracts with the sales

reps
• Communications with the sales reps when they are on the field
 THE CANDIDATES

Gordon Price
Pros:
• Can be termed as the Super Salesman of the company
• Always exceeded sales targets
• 15 years with Cornell
• Entertaining and Socializing person
• Knew the business in and out
Cons:
• The company would loose its best sales rep
• He could be a poor sales manager
• He could be unhappy with the $90000 salary
• He would prefer to move in the field interacting with customers rather than staying in
the office for paperwork
 THE CANDIDATES

Janice Wilson
Pros:
• Sales Manager for an Instrumentation company
• Good reputation in the industry for outstanding sales force building
• A strict boss when it came to demanding performance
Cons:
• She does not have experience in this industry
• The work practices which she had might not go down well with the
Cornell sales team
 OUR SUGGESTION

• Gordon Pierce would leave the company anyways if not made the sales
manager
• So either way they are loosing out on their best sales rep
• Select Gordan Price as the Sales Manager
• Being a sociable person, this would give his morale a boost and he would
be motivated to excel as the sales manager
• Monitor his work for 6 months
• If after six months the result is not good, hire Janice Wilson for the post
of Vice President Sales under Paula Ruiz and above Gordan Pierce