1. Sales Management Inject Plastics Case Topic 20

2. Stop! Read the Case! Answer the Questions

3. Was This “Bait & Switch?” Don’t Want Staff to Sabotage the Test Only the Efficient Survive Highly Competitive Industry Driven by Cost Control Information Tech Advances Have Caused Same Result in the Past

4. Tough Decision for Roger Identify People to Fire Justify Decision Write Termination Letter Terminate Them

5. What Criteria to Identify Cuts? Sales? Sales to New Accounts? Longevity? Multiple Year or 1 Years Sales?

6. Wally is the Easy 1 st Choice Gretchen?? –Low Total Sales –Low Experience –Middle of Pack in New Sales Next Choice Depends on Criteria

7. Regardless of Choice Have Clear Criteria Criteria Should be Reasonable Cannot Target Protected Groups for special negative consequences

8. Termination Letter Details Was This for Poor Performance Was This for a Strategy Change Is there any consequence for discussing strategy change? Open for Rehire

9. Why Not Help Them Get a Job?

10. Actual Firing Do it in person Offer to serve as a reference Give them the letter

11. Lawsuit Issue Law on your side Facts on your side Money to pursue Desire to pursue Managers not Lawyers

12. What About Retained Employees! This is critical Meeting Candor What to Emphasize?

13. What is Pay Outcome? Not Good Assumptions Current Projected

14. High Salary? Cut Incentive Pay Are Incentives Optimal? Will Pay go Up or Not?

15. What Will Happen to Profits?

16. Better Options? Need a Specific Plan Political Situation? Good to Stand Out?

17. Speak to Oberon?

18. Follow Up on Job Feeler?

19. The Hidden Next Step

20. What Have We Learned? Golden Rule Choose Nice When You Can Don’t Accept Assumptions If you object – have clear Plan B Goal & Incentive Conflict Trust No One

21. Generation Gap My Generation Internet Generation New Hire Norm Setting