Sales Management Case 11.3

1-I think John Knight should not be fired. He is one of the company’s outstanding sales reps. He seems like he is having some difficulties in his life. I think company should give him another chance. John looks like he knows he made a big mistake and he is willing to correct it. It would cost the company a lot to find a new sales rep like him. In addition, these kinds of reps have received extensive training, so correcting the problem would be less expensive than replacing him.

2- Sales manager should have a meeting with him and tell him how uncomfortable he is with this situation and tell him that he needs John right back on sales if he wants to keep his job. If John agrees with the problem he should listen to his assessment of the problem and consider extenuating circumstances by giving him the month he needs to fix his problem. Then design an action plan for improvement and get John Knight’s agreement on this action plan. If John’s performance does not improve as a result of immediate feedback, sales manager