• Гідрологія і Гідрометрія
• Господарське право
• Економіка будівництва
• Економіка природокористування
• Економічна теорія
• Земельне право
• Історія України
• Кримінально виконавче право
• Медична радіологія
• Методи аналізу
• Міжнародне приватне право
• Міжнародний маркетинг
• Основи екології
• Предмет Політологія
• Соціальне страхування
• Технічні засоби організації дорожнього руху
• Товарознавство продовольчих товарів

Background

Todd Foster became Marketing Manager of European Campers a year ago. The company, which was founded by Charles Holden, its Chief Executive, is based in Bordeaux, France. It makes and sells camping and outdoor equipment.

Todd, aged 34, is an American with a Master’s Degree in Business Administration (MBA). Since Todd joined the company two years ago, profits have risen dramatically and a company is enjoying great success.

A problem with the top salesman.

Olivier Moyons has three sales areas: France, Spain and Italy. He has been with the company for twelve years and everyone agrees that he is a brilliant salesman. His results are outstanding. In fact, the sales from his areas amount to 24% of the firms total sales. Unfortunately, however, Olivier is very difficult to manage. Todd cannot control him properly and this is causing problems.

Here are some examples of Olivier’s unacceptable behaviour:

· Olivier spends far too much money on entertainment and gifts for his customers. His expenses are much higher than all the other representatives.

· He only sent five sales reports last year instead of sending twelve (one each month).

· He crashed his company car. He blamed bad road conditions but Todd believes he had drunk too much alcohol.

· He has still not introduced Todd to the biggest buyers in his areas. He says buyers are too busy to meet Todd.

· He often does not call back when Todd leaves messages on Olivier’s mobile phone.

· He has missed several important meetings, saying that he is unwell or feels stressed.

Conflict

Two weeks ago Olivier got a large order from a department store chain for some camping tables and chairs. However, the equipment had to be delivered by the end of the month, at the latest. When he telephoned the Production Manager Jacques Picard to arrange delivery of the goods, Jacques told him that he could not produce the goods and deliver them by that date. Olivier became very angry and was extremely rude to him. Jacques complained to Todd about Olivier’s behaviour. Jacques explained that a very good customer had also placed an order for some tables and chairs, and this order had to be given priority. Jacques ended the conversation by saying, ‘Olivier may be a good salesman, but no one likes him here. He’s rude and cares only about himself. He’s impossible to work with’.

Listening

At the beginning of the week, Olivier arranged to meet Todd at the head office in Bordeaux.

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