Bulacan State University

College of Engineering
Mechatronics Engineering Department
City of Malolos, Bulacan

MEE 401: Engineering Management

Activity 2

INSTRUCTIONS:

1. Answer the following questions comprehensively and intelligently. (Total of 20 points)

2. Must be written and submitted on the COE Examination Booklet.
3. Deadline: To be submitted no later than October 30, 2023.
4. Late Submissions will not be accepted.

PROBLEM:

A Sample Case Study of Decision Making:

Let us examine the problem faced by Mr. Nataraj, Regional Manager of Alpha Pvt. Ltd. Alpha makes and
distributes products from more than 10 international pharmaceutical and healthcare companies. Mr.
Nataraj is responsible for managing existing clients and for getting new clients. He manages a number of
sales representatives. Important customers have a dedicated sales representative, while other sales
representatives try to get new clients. One day an important customer (Good Health Hospital) called Mr.
Natarajan and complained that Mr. Bhavan (the sales representative) was ineffective and insisted he be
removed, or else they would not give him any business. Here are Mr. Nataraj's thoughts:

• In an internal inquiry, Mr. Nataraj found that the real reason was personal differences between Mr.
Bhavan and the hospital superintendent.
• The track record of Mr. Bhavan was good, and he was liked within the company. Dismissing him or
even transferring him to a new region will affect the morale of the workforce.
• Good Health Hospital is a major customer and gives good business. Losing the hospital is not an
option. Therefore, the demands of the hospital must be met.

Use this worksheet format to evaluate each case study. Use one worksheet for each case study.

1. Identify the problem.

One day an important customer (Good Health Hospital) called Mr. Natarajan and complained that
Mr. Bhavan (the sales representative) was ineffective and insisted he be removed, or else they
would not give him any business.

2. What are the person’s choices?

a. I’ll assign new sale agent to the client and removed Mr. Bhavan to the company.

b. I'll assign Mr. Bhavan to a new and more vital project: developing new business in the newly
constituted sub-region. Good Health Hospital will have no issues with the new sales agent.

c. Good Health Hospital is a significant consumer who cannot be dissatisfied. Mr. Bhavan will be
removed or transferred.

d. I'll try to bring Mr. Bhavan and the Hospital Superintendent together for a talk and try to reach
an agreement on the issues.

e. Mr. Bhavan is a trustworthy and hardworking individual. I need to keep people like him, even if
it means losing clients.

3. Gather information: What information should the person gather that would be helpful to know
before making a decision?
 Bulacan State University
College of Engineering
Mechatronics Engineering Department
City of Malolos, Bulacan

MEE 401: Engineering Management

Activity 2

a. Identify what is the issue of Mr. Bhavan and the hospital superintendent

b. What is the consequences if Mr. Bhavan removed to the company

c. What is the consequences if let the client lose

d. Gather information regarding what the possible outcome when we both lose the client and Mr.
Bhavan.

4. Consider the outcome. What would be the results of the decision?

a. When the person choice is to removed Mr. Bhavan the company lose potential asset.

b. Client is more important when in terms of business. Losing one of it may result big problem to
them.

c. Being Manager Mr. Nataraj make an action regarding of this issue like appoint a meeting to
know the problem and consider the outcome if he loose both of them.

d. Clarifying the issue and make settlement for both for them make the company resolve the
issue.

e. After taking the statement of both parties choosing the best option and resolve the problem.

5. Make the decision. What should the person do?

I'll try to bring Mr. Bhavan and the Hospital Superintendent together for a talk and try to reach an
agreement on the issues.

6. Evaluate your decision. Why do you think this is the best decision possible?

Taking their statement and applying it to their own problem. The best answer to the situation is for
both of them to agree. Because, taking into account the personnel background. Mr. Bhavan is reliable
and skilled in his job, and the client cannot afford to lose. Losing one of them is not an option, but
resolving the issue and reaching an agreement is the best way to fix the situation and ensure that
neither of them suffers.