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Principles of Management - Assignment

   

Added on  2021-05-31

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Principles of Management 1Running Head: PRINCIPLES OF MANAGEMENTPrinciples of ManagementTeam Member 1 Name and ID NumberTeam Member 2 Name and ID NumberTeam Member 3 Name and ID NumberAmerican University in the EmiratesMGT 205, Organizational BehaviorMr. Matthew A. Gilbert, InstructorDate
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Principles of Management 2IntroductionHuman resource is one of the major aspects of success for a company and therefore it is important for an organisation to hire the right person at the right time in order to maximize the efficiency of the individual and improve the productivity of the company. The case that is going to be studied in the assignment deals with the recruitment and hiring of two candidates in the position of a sales person. Where one candidate has the support and confidence of the sales manager the other lacks it. But consequently the person who was supported by the manager end up losing the job and the person who did not have the confidence of the manager in the beginning prove to be the best for the job role. The case deals with the issues with misconceptionin recruiting people. Furthermore, it highlights barriers in the process of teamwork and skill development. The purpose of the assignment is to understand strategic management decisions and policies undertaken by the company and how to avoid situations like the ones mentioned in the case1. SituationThe case analyses the situation of a new mortgage lending firm located in California. Theterritories of sale were divided in eight segments and accordingly sales people were hired by the company, the sales manager had the responsibility of choosing the people along with a hiring committee. The last two people were interviewed because of recommendations from existing sales people. Pete had an excellent background and experience. He had fulfilled all the criterions.While on the other hand, Carolyn was unlike anything that the manager was looking for, but she had communication skills and was confident which the major requirements of a sales person are. 1 Alan R. Hamlin, 'Pete and Carolyn: A Case of Costly Misperceptions', (2018) .
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Principles of Management 3The founder of the company was in favor of Carolyn as he thought that because of lack of experience she would learn from the basics which can be important. The lady would be a good addition as there were no other women in the team. Therefore both the people were hired and were given territories of similar kind. The challenge was that none of these candidates have any contacts or experience in real estate. ResultsPete: Pete started generating sales and did not require much training he was confident and quickly learnt about the territory and the industry. He only took training in the real estate finance.But soon he started facing issues; there were complaints against him from the staff and clients. He also faced allegations for being unethical in the business. Pete was put in a development program for 60 days under the check of another sales person. But the situation didn’t improve hence he was fired. Carolyn: Carolyn’s improvement was remarkable as she learnt from the basics her perspective f every aspect was fresh which made her one of the finest sales person in the company in only 18 months of recruitment. Wherever she lacked in expertise, she learnt from training and quickly incorporated the training in her. In the future the company must focus on the training of the new recruits even if they had experience in the field in order to understand their style and improve and mould it according to the policies of the company. Another aspect that the business should learn from the experience that they should concentrate on the aspects of interview before any misperception is created2. 2 Alan R. Hamlin, 'Pete and Carolyn: A Case of Costly Misperceptions',(2018).
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