Dick Spencer Case Study

DICK SPENCER CASE STUDY

                                                                                   

INTRODUCTION:

                    Dick Spencer Was plant manager of Modrow Company, a Canadian branch

of the Tri-American Corporation.primary aluminium was a major producer of Tri-

American Corporation.The company had also made and sold refractories and industrial

chemicals.

        Approximately 22,000 employees were employed by Tri-American.The company

was governed by a board of directors which included the chairman, vice-president and

twelve vice-presidents.However, each of the subsidiaries and branches functioned as

independent units.

        The Modrow branch where Dick Spencer was working is located in a border town

in Canada.The total work force in the branch was 1,000.This Canadian subsidiary was

primarily a fabricating unit.Its main products were foil and building products such as

roofing and siding.In anticipation of estimated increases in building product sales,

Modrow had recently completed a modernization and expansion project.

        Dick Spencer had received a Master’s degree in Business Administration from a

well Known university at the age of twenty-two.Upon graduation he had accepted a job

as salesman for Tri-American .Dick Spencer had been with the Tri-American Company

for fourteen years.His progress within the organization was considered spectacular by

those who knew him well.

        In his first year as a salesman at Tri-American, he succeded in landing a single, large

contract which put him near the top of sales-volume leaders.The second year of his

career,he continued to set a fast pace. Although his record set difficult goals for the other

salesmen, he was considered a regular guy by them.Dick began to experience some doubt

about his future by the end of the second yerar of constant traveling and selling.

      Dick had met the...