Q5. Case study - Conflict between Marco and Jim Marco has been working with a national company, Con Electrics, on contract as a Senior Accounts Manager for 10 months. His contract is to be reviewed in two months. Marco’s boss is the Regional Manager, Jim. As Senior Accounts Manager, Marco has a sales budget of $1 million per month for sales of electrical equipment and supplies to electrical subcontractors working for large building companies. Jim decides to call a meeting with Marco because he is concerned about Marco’s performance. Each month his sales have fallen below the budget figures. For one or two months, his figures have been as low as $400 000 and he even let one subcontractor receive supplies worth $250 000 two months ago without invoicing them for the amount. As far as Jim knows, Marco has still not organised the invoice for payment by the subcontractor. Jim started the meeting by welcoming Marco and organising coffee.
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