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Dick Spencer Analysis

In: Business and Management

Submitted By remharri
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Case Analysis of Dick Spencer
Dick Spencer hit the ground running after successfully finishing his Master’s degree in Business Administration at the very young age of twenty-two. He started work with the Tri-American company shortly after and had many successful years with them both as a salesman and in management. He was very successful during the time that he did sales and thought that he would try out management after he realized it wasn’t exactly what he wanted to anymore. During his management career with Tri-American he had to overcome many hurtles and struggled a bit during this time of his career. This case analysis will focus on his success in sales as well as his failures in management and also look at what he could have done to be more successful in his management roles.
Success
Spencer was very successful as a salesman very early on his career for a number of contributing factors. According to other salesman within the company they attribute a lot of his success due to being charming, looking good and meeting with high authorities within the company on the golf course. It seems that Spencer was able to grasp some of the big concepts of sales by being a people person and being outgoing which in return helped him be successful and land those big accounts early on and in his first year as sales. According to Cronin (1999), “Success in sales or any profession is as basic as A, B, SC – Attitude, Behavior and Commitment” (The ABC’s of Success in Sales, para 1). It takes the right kind of people to be successful in sales and I believe that Spencer had what it took to be successful in this field, however, he wanted more and then started a career in management with Tri-America. Being that he was very successful in sales he was good at persuading people even the president of Tri-America. He was able to persuade the president that he would be a good fit for a

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