I.

PROBLEM
 Tom’s non-participation in mandating training / Disobeying the
company premises
II. OBJECTIVES
 To promote the common good in the company.
 To practice fairness and just when it comes to workplace
performance.
 To know the value of training and seminars.
 To maintain the good sales of the company.
 To have harmonious relationships among the employees in the
company
III. AREAS OF CONSIDERATION
Treats
 Losing customers. Customers may buy cars from
the other company if the salesmen were lack training and
seminars.
Opportunities

 Modernized off-site training A possibility of having a new

trend in training.
 Company’s expansion. The company will have another
franchise because of the well-trained salesmen that will
bring more customers. Thus, it will bring more sales. The
competent salesmen will be the asset of the company to
put another branch.
Weakness

 Disobedient - Tom refused to attend training and seminars.

 Gossips - Most salespeople are just making fun of
attending training and seminars.
 Discrimination/ Being judgemental – A lot of the salesmen
are being uncomfortable with Mary. They are
underestimating Mary’s ability that she cannot learn to sell
cars.
Strength

 Management Development Programs - Upper management

spends a lot of money on the training and seminars for the
growth and development of an individual and an
organization as well.
  Best salesman - Tom, being the most experienced and the
best salesman is an asset of the company
 Eagerness - Mary being new employee in the company is a
good follower of company’s rules and regulations.

IV. ALTERNATIVE COURSE OF ACTION

ACA1. Jim must have a one-on-one talk with Tom.
Advantage:
1. Jim will able to know the side of Tom regarding the
situation.
2. Tom will be aware of his action.
Disadvantage:
1. Tom may upset and understandably be irritated.
2. Tom will think that his traditional excellent performance
is being questioned.
ACA2. Jim needs to enforce the training to all salespeople.
Advantage:
1. To obtain the best outcome for everyone.
2. This will show fairness to all salespeople.
  Disadvantage:
1. Time consuming.
2. Costly.
ACA3: Jim could impose disciplinary actions to those who will not attend
the training.
Advantage:
1. It provides evidence that the employer gave the employee
every opportunity to improve.
2. It gives the opportunity for an employee to change
behaviors.
Disadvantage:
1. If not followed consistently for all employees, this could
appear to be discriminatory.
2. Salesmen might be terminated if they will not follow.
V. RECOMMENDATION
We strongly recommend ACA 1, ACA 2, and ACA 3.
ACA 1: Jim must have a one-on-one talk with Tom because an
approach of a manager to his rank and file is a good thing for him to
 know the problem and make a solution out of it. With this, Tom will be
aware of his action and be reminded that it’s the company rule to attend
the training and seminars because the upper management spent a lot of
money on this.
ACA 2: Jim needs to enforce the training to all salespeople. The
problem that the company encountered in the case of Tom will serve as
an eye-opener to the management to train all the salespeople equally.
The training will obtain the best outcome for everyone. If Tom and the
other salesmen will not follow, it is time to implement
ACA 3: Jim could impose disciplinary actions to those who will not
attend the training. It certainly gives an opportunity for a salesman to
change their behavior and provides evidence that the manager gave the
salesmen every opportunity to improve.
VI. PLAN OF ACTION
 Set a private talk with Tom, build good communication and
trust.
 Train all salespersons to enhance skills in selling cars. Apply
modern techniques to achieve higher sales.
 Issuance of memorandum for those who did not attend training
and seminars. To perform well in the job. Follow rules and
regulations of the company.

VII. POTENTIAL PROBLEM

 They might gap of their competitor in terms of selling
products / outperform them.
VIII. CONTINGENT PLAN OF ACTION
 One of the most important priority decisions that must be taken
by the manager to make decisions in the later stage to
implement the training seminars to their salesperson. By
conducting trainings to all employees under sales is to helps the
company and the individuals to produce a unique contribution
to the company and their sales profits also, build their self-
confidence, Become more productive and competitive.