Nabisco Case

1.  Should Rick Lester quit?  Why?

Rick Lester should definitely not quit.  Everybody dislikes certain aspects about their job.  Believing that there is a perfect job out their for you where everything will be great and there will be no problems is a fantasy.  Realistically people have jobs they hopefully like and in those jobs there are things they do not love but they have to make the best out of it and just do them.  I believe the trick is to focus on the things you like to do and just understand that the things you dislike you are going to have to do anyways.  Also, when you start working at a new job everything looks harder than it really is.  Once you get used to the tasks and have done them many times you will feel a lot surer of yourself and things will get easier. When Rick called the office to tell them it was raining he let his coworkers make him feel bad when they told him to buy a raincoat.  There are always going to be coworkers who say things they shouldn’t but he shouldn’t let that get in his way.  Maybe he won’t have these same problems in another job but he will have different ones.

2.  How should William Brown handle this situation? What is your recommendation?

I believe William Brown should stay with Rick longer than just 3 weeks.  It’s too little time for Rick to be able to be confident in the meetings.  William should go give Rick more feedback in the meetings.  He should stay with Rick 3 more weeks and see how it goes after that.  Everybody works at a different pace and some people can be ready to go out there alone before others.

3.  What recommendations (al least 3) do you have for a Company to enable them to retain new sales people? 

One would be to train them for a longer period of time in order for them to know everything they should on the products they are selling.  Another would be to assign a person to them, which they can ask them whenever they have a problem, whatever they want without being embarrassed to do so.  Lastly, offer them more than minimum wage to start off with.

4.  What can professors do to better prepare students in sales class?  Give me three recommendations. 

Give them techniques on how to sell better.  Show them how they can be more efficient with their time.  Lastly, talk about people skills and how it’s very important to not be too pushy.