Computer Components And Hassler Case Summary

1083 Words5 Pages
HASSLER & HOWARD INC.: MANUFACTURERS’ REPRESENTATIVES Case Analysis- Group 1 Q.1 What do you think is the cause of the emerging conflict between Consolidated Computer Components and Hassler& Howard Inc.? It is critical to appreciate that a conflict is usually from both ends – in this case, Consolidated Components and Hassler & Howard Inc. Consolidated is a critical principal of H&H and has a working culture that seems to be authoritarian and the firm does not encourage any questioning by the representatives. They almost never listen to or implement suggestions posed by the H&H salespeople and never reverse their decisions, demanding immediate compliance. However, one of the salesperson-Jack Olsen, gets into a conflict…show more content…
Hassler cannot afford to lose the business from Consolidated nor can H&H afford to lose Jack Olsen , one of the best sales person and who has been in the company for 10 years and a favourite of sorts with his principals. The company needs to carefully evaluate the impact of both the options i.e. losing Consolidated’s business and of losing Jack Olsen. As a first step, a detailed enquiry should be done to understand the entire situation- Hassler should speak to Olsen and understand his point of view. The partners need to decide this as a long term strategic decision whether they are willing to be in a lower position and give in to unreasonable demands of the principal or be firm in their approach to helping clients deliver maximum impact even if that results in a huge loss for the firm. Next, Hassler along with Olsen should try to appease Bill by massaging his ego to some extent, but more importantly, explaining to him, through facts and logic about what Olsen was saying was for his own benefit. An apology can be issued for doing this in public but this should not be viewed as a bending or sorts as then the client will keep this attitude of high power…show more content…
A couple of actions could help the firm avoid such a situation in future: 1. Principal-salesperson fit: H&H should understand the client culture and salesperson nature and strengths and align the two accordingly. A client which appreciates suggestions by salesperson should be handled by an enterprising salesperson. If this is not possible due to territory allocations, the salespersons should be adequately trained to deliver according to the client’s preferences and avoid conflict situations 2. Clear policy implications: Do not just manage by exception. At times firms tend to overlook many attributes of a salesperson as long as he is making the sales. Long term implications of this should be considered by the firm. Irrespective of how good a salesperson is, he should be mandated to fill the reports in a timely and accurate manner, and non-compliance should be monitored and dealt with appropriately 3. Timely feedback and actions: Company should lay out different parameters on which a salesperson needs to perform and feedback on these should be collected and evaluated in a timely

More about Computer Components And Hassler Case Summary

Open Document