Mgt
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Republic of the Philippines Tarlac State University College of Business and Accountancy City of Tarlac 2nd Sem SY 2007-2008
(The Transferred sales Representative)
Submitted by: Nerissa M. Estacio BSA-2A Submitted to: Prof. Elvira B. Mercado
The Transferred sales Representative 1. Comment on the positive and negative events in the case as they relate to organizational behavior. Events as the dictionary defines them are any occurrence, especially one that is particularly significant, interesting, exciting, or unusual. They may be negative or positive depending on our perception or on how we see them because each of us has different outlook in life. The positive event that happened in the case is that Burns’ is moved to another district, the Gunning District. Surely he’s shocked by the news or letter that he received because five long years being with the same people, environment and job you will be told to move to another which is a big challenge for him. It is positive in a way that he will meet different challenges which will trigger his creativity and skills that will improve him as a person. He may also meet people that can be added in his list of friends. It also means that the management trusts him because they will not give him that district if they know that he can’t improve the sales of the Gunning District. The negative event that also happens in the case is that he first heard the news from his local friends instead from his superiors. He didn’t first believe what he heard from his friends about the sales representative’s wife looking for a house to rent. His reaction is only right because we should confirm the news first before reacting to it. He is given a notice about the replacement only days before the request is going to be effective and he didn’t have time to prepare himself from the challenges ahead. 2. Was the human resource approach to Burns applied in this instance? Discuss. Human resources approach, also called as supportive approach, is a developmental and supportive approach. It is concerned with the growth and
development of people toward higher levels of competency, creativity and fulfillment, because people are the central source in any organization and any society. If we look at the definition of the human resources approach and relate it to the incident we can say that the said approach is applied in that instance. Harold Burns had been with the company for twenty years and as a district sales representative for five years. For those long years there are no developments because he’s with the same job and there is no excitement and thrill and all he’s doing is meet the quota every year. The company did a good move in putting Burns in the Gunning district which has a lower sale than the sales of his present district. It also means that the company knows what’s best for him, what will improve him and fulfill him as an individual. Because of this move Burns will have a new environment to adjust with, new friends to meet, new problems to encounter and new subordinates to handle. He will be given a chance to prove his worth by increasing the sales of his new district. For this he will have to exert more effort and exercise his creativity. His stocked and hidden knowledge and skills for the past years will be revealed because of his desire to improve the district. Burns’ morale will also be uplifted by the management’s move and he will feel more confident, needed, cared for, and valued. This is because the company trusts him and has confidence in him that’s why they assigned him to handle and improve the Gunning district. Because of this will be motivated and will do his best to prove that he is the right man on that job and that he can increase the district’s sales.
(The Transferred sales Representative)
Submitted by: Nerissa M. Estacio BSA-2A Submitted to: Prof. Elvira B. Mercado
The Transferred sales Representative 1. Comment on the positive and negative events in the case as they relate to organizational behavior. Events as the dictionary defines them are any occurrence, especially one that is particularly significant, interesting, exciting, or unusual. They may be negative or positive depending on our perception or on how we see them because each of us has different outlook in life. The positive event that happened in the case is that Burns’ is moved to another district, the Gunning District. Surely he’s shocked by the news or letter that he received because five long years being with the same people, environment and job you will be told to move to another which is a big challenge for him. It is positive in a way that he will meet different challenges which will trigger his creativity and skills that will improve him as a person. He may also meet people that can be added in his list of friends. It also means that the management trusts him because they will not give him that district if they know that he can’t improve the sales of the Gunning District. The negative event that also happens in the case is that he first heard the news from his local friends instead from his superiors. He didn’t first believe what he heard from his friends about the sales representative’s wife looking for a house to rent. His reaction is only right because we should confirm the news first before reacting to it. He is given a notice about the replacement only days before the request is going to be effective and he didn’t have time to prepare himself from the challenges ahead. 2. Was the human resource approach to Burns applied in this instance? Discuss. Human resources approach, also called as supportive approach, is a developmental and supportive approach. It is concerned with the growth and
development of people toward higher levels of competency, creativity and fulfillment, because people are the central source in any organization and any society. If we look at the definition of the human resources approach and relate it to the incident we can say that the said approach is applied in that instance. Harold Burns had been with the company for twenty years and as a district sales representative for five years. For those long years there are no developments because he’s with the same job and there is no excitement and thrill and all he’s doing is meet the quota every year. The company did a good move in putting Burns in the Gunning district which has a lower sale than the sales of his present district. It also means that the company knows what’s best for him, what will improve him and fulfill him as an individual. Because of this move Burns will have a new environment to adjust with, new friends to meet, new problems to encounter and new subordinates to handle. He will be given a chance to prove his worth by increasing the sales of his new district. For this he will have to exert more effort and exercise his creativity. His stocked and hidden knowledge and skills for the past years will be revealed because of his desire to improve the district. Burns’ morale will also be uplifted by the management’s move and he will feel more confident, needed, cared for, and valued. This is because the company trusts him and has confidence in him that’s why they assigned him to handle and improve the Gunning district. Because of this will be motivated and will do his best to prove that he is the right man on that job and that he can increase the district’s sales.
