Case Study

THE TRANSFERRED SALES REPRESENTATIVE

Harold Burns served as district sales representative for an appliance firm. His district covered the
central part of a Midwestern state, and it included about 100 retail outlets. He had been with the company
for 20 years and in his present job and location for 5 years. During that time he met his district sales quota
each year.
One day Burns learned through local friends that the wife of a sales representative in another
district was in town to try to rent a house. She told the real estate agency that her family would be moving
there in a few days because her husband was replacing Burns. When Burns heard this news, he refused to
believe it.
Two days later, on January 28, he received an express mail letter, postmarked the previous day,
from the regional sales manager. The letter read:
Dear Harold:
Because of personnel vacancies we are requesting that you move to the Gunning district,
effective February I. Mr. George Dowd from the Parsons district will replace you. Will you
please see that your inventory and property are properly transferred to him? I know that you will
like your new district: Congratulations!
Sincerely yours, (Signature)

In the same mail, he received his 20-year service pin. The accompanying letter from the regional
sales manager read:
Dear Harold:

I am happy to enclose your 20-year service pin. You have a long and excellent record with the
company. We are honored to give you this recognition, and I hope yo11 will wear it proudly.

Our company is proud to have many long-service employees. We want you to know that we rake
a personal interest in your welfare because people like you are the backbone of our company.
Sincerely yours, (Signature)
Harold Burns checked his quarterly sales bulletin and found that sales for the Gunning district
were running 10 percent below those in his present district.

Guide Questions
I. Comment on the positive and negative events in this case as they relate to organizational behavior.
2. Was a human resources approach Lo Burns applied in this instance? Discuss.
Direction:

Work with a partner (both will turn-in). Answer using MS Word, Times New Roman font 12 and
minimum of 4 pages including cover page. Follow the case study format below. Use brainstorming
technique.

I. Background of the Study (A summary of the case)

II. Statement of the Problem (question type)
III. Areas of Considerations
IV. Alternative Courses of Actions (Give at least 3 alternatives or possible solution of the problem. Cite
the advantages and disadvantages of each courses of actions)
V. Recommendations (Choose or recommend only the best alternative course of action then defend
why?)
VI. Conclusion/Plan of Action (conclude the case and analyze what plan of action may be proposed to
prevent recurring of problems).