Jim Black Case
Synopsis
Noram Canada Ltd. sells compressed gases through sales representatives who are supervised by an area supervisor. With the recession hitting hard, sales representatives cannot afford to lose their customers to other compressed gas suppliers who are eager to grab new clients.
Jim a sales representative of Norman Canada has been having a difficult time. Customers knowing the market is in their favour demand for discounts and shorter delivery times. Jim, has had to have expedited delivery to meet a deadline and offer discounts which reduce his commission. Expedited deliveries delays the shipments of other clients and discounts are not smiled upon by Noram management except in cases of huge orders.
Jim is currently worried about a number of things which includes the sale of the company to the competition, increasing his sales as his are supervisor hinted that he wasn’t doing well, his work life balance and the pressure from his wife to secure a management position. Although securing a management position would guarantee a stable salary for Jim, he isn’t excited at the prospect of siting behind his desk all day. Also with the impending sale of the company to the competition, his job is in jeopardy as if he isn’t fired, attaining management position will become harder.
Other problems which seem to be evident are stress and bad time management as Jim is late for his appointment with a client. Jim is also showing low motivation and experiencing low task control.
The pressure from the management has further made him uncertain of his job causing sleeplessness and headaches.
Problem Analysis and Implication
Root Problems
Recession: Business dictionary defines recession as a “period of general economic decline, defined usually as a contraction in the GDP for six months (two consecutive quarters) or longer. Marked by high unemployment, stagnant