Кейс-стади

Кейс-стади (case-study) - техника обучения, использующая описание реальных экономических, социальных и бизнес-ситуаций. Задача обучающихся - проанализировать ситуацию, разобраться в сути проблем, предложить возможные решения и выбрать лучшее из них. Кейсы базируются на реальном фактическом материале или же приближены к реальной ситуации.

CAREERS

Background

Fast-Track Inc., based in Boston, US, sells corporate training videos and management training courses. Fast-Track is looking for a new Sales Manager for its subsidiary in Warsaw, Poland. Fast-Track advertised the vacancy only inside the company as it believes in offering career opportunities to its staff.

The subsidiary's recent sales results were poor. Sales revenue was 30% below target. The reasons are:

• Sales representatives are not motivated and staff turnover is high.

• The previous manager had no clear strategy for developing sales in the area.

• Only a few sales contracts were made with client companies' senior managers.

A new appointment:

There are three candidates for the position of Sales Manager.

They all already work for Fast-Track either in Boston or in Poland. The successful candidate will be based in Warsaw. Here is an extract from the job description for the position.

The successful candidate will be responsible for:

• developing sales, achieving results and increasing customer numbers.

• managing the sales team so that it is more motivated, dynamic and effective.

He/She will be:

• a natural leader

• energetic, enthusiastic and determined

• confident and outgoing.

He/She will have:

• strong sales ability

• organizational and interpersonal skills

• a good academic background and suitable experience

• numeracy skills and the ability to handle administration

• linguistic ability.

The position will involve frequent travel throughout the region.

Profiles of the candidates

Joanna Pelc

Polish, aged 30

Education: Finished secondary school. Diploma in Marketing.

Experience: Has worked for Fast-Track as a sales representative since leaving school. Has a good knowledge of computing.

Achievements: Has had the best sales results of the team during the last five years. She looks after some of the company's most important customers.

Languages: Excellent Polish and Russian. English - good vocabulary but not very fluent.

Interviewer's comments: Very strong personality. Energetic and confident. Sometimes appeared aggressive during the interview. Will she be a good team player?

Robert Kaminsky

Polish, aged 52

Education: University degree (Engineering).

Experience: Wide experience in a variety of industries. Joined Fast-Track five years ago as Regional Manager for the south of Poland.

Achievements: Has been fairly successful, increasing sales by 12% over the five-year period.

Languages: Fluent Polish and English.

Interviewer's comments: Very calm and relaxed, he moves and talks slowly. A hard worker. He never leaves the office before seven in the evening. Not creative but happy to get ideas from the creative members of a team. Respected by previous staff. Current staff thinks he is practical and reliable.

Anna Belinski

German, aged 42

Education; University degree (History)

Experience: Over 15 years as a sales representative in Germany, the US and Poland. Joined Fast-Track a year ago. Has some experience designing websites for companies.

Achievements: A good sales record in all her previous jobs. In her first year with Fast-Track her sales results have been satisfactory.

Languages: Fluent German, English and Polish.

Interviewer's comments: Quiet but knows her own mind. Rather nervous at the interview. Might be good at team building but would probably depend too much on other people. Had some interesting ideas for developing our website. Good at computing and handling figures. Likes administration. Didn't seem to have many ideas about the future of the company.

Task

1. Work in groups. You are members of the interviewing team. Discuss the strengths and weaknesses of each candidate. Decide who to select for the vacant position. Note down your reasons for your choice.

2. Meet as one group. Discuss your choices. Decide who should fill the vacant position.