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Group 4 BCA

Wendy Peterson faces a dilemma regarding employee Fred Wu. Wu was hired to help expand sales to Chinese companies but his cultural and work style differs from AccountBack's expectations. While Wu landed their largest Chinese client, he does not follow norms like working from the office and updating sales regularly. In one instance, he changed a client's service plan without approval. During a review, Wu demanded a personal assistant, which Wendy saw as unreasonable according to company rules. Wendy must now decide whether to grant Wu's request or enforce the rules, as Wu has threatened to leave for a competitor.

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Sabitra Rudra
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39 views1 page

Group 4 BCA

Wendy Peterson faces a dilemma regarding employee Fred Wu. Wu was hired to help expand sales to Chinese companies but his cultural and work style differs from AccountBack's expectations. While Wu landed their largest Chinese client, he does not follow norms like working from the office and updating sales regularly. In one instance, he changed a client's service plan without approval. During a review, Wu demanded a personal assistant, which Wendy saw as unreasonable according to company rules. Wendy must now decide whether to grant Wu's request or enforce the rules, as Wu has threatened to leave for a competitor.

Uploaded by

Sabitra Rudra
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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WENDY PETERSON

Problem Statement

The problem is the mismatch between the Chinese cultural and work etiquettes of Wu and the work
ethics expected by Wendy.

Situation Analysis

AccountBack is a software product company which due to its modular and practical software
product, strong client relationship and lean organisational structure was effective in growing their
client base and increasing the revenue for the company. However, external market pressure started
affecting the growth of the company and the organisational structure and model had to be changed
to an incentive based one. Wendy who was an enterprising sales director was affected by this
organisational change and was promoted to Vice President of sales. She had excelled in her previous
roles in the company due to her result-oriented decision making and out of the box thinking. Few
employees were weary of her initiatives however overall, she had a positive impact on most of her
colleagues. She had identified the services founded by Chinese entrepreneurs in the region to be key
to improving her sales numbers. For this she planned to hire the right sales person who could bring
in clients from this key market segment. Fred Wu was hired due to his entrepreneurial background
and connection with key personnel’s in the companies she wanted to target. Wu in the initial
induction days was sincere in his duties and was proactive in learning about his job. Wendy and Wu
had difficulty in gelling in the initial days and Wendy realised that over time the situation might
improve. She realised that since Wu came from a different background, she tweaked the sales
target for Wu so that he has more time in settling into the company and understands what company
expects from Wu before giving him additional responsibilities. Wu underperformed in his first sales
review meet and he was excused by Wendy due to the aforementioned reasons. Wu due to his
upbringing and different style of working did not follow basic norms which was expected of other
sales employees like cold calling clients from office, sporadic sales updates etc. Despite his working
style Wu was able to land the single largest client of the Chinese market segment. However the fact
that Wu was breaking basic Accountback office norms could not be overlooked. In one instance Wu
changed his clients service plan without getting Wendy’s approval. During the review meeting when
Wendy was questioning Wu’s action and priorities Wu demanded a personal assistant to manage his
clients which Wendy marked as unreasonable. Wu said that he was considering a competitors offer
and Wendy is faced with the dilemma of whether to consider his request despite it being against the
rules of the company

B+

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