Reference no: EM131325025

Read the case study and answer the three questions at the end.

Case Study - Gino George, Sales Rep

Gino George, is a sales rep for Delcor, a telecommunications company. Five years ago he completed a degree in business administration and went to work in the finance department of Delcor as a junior accountant. He was the only Latino American in his department, and he got along well with his coworkers. He earned good performance reviews and merit increases and two years ago applied for and got
the sales rep job.

Gino likes being a sales rep. He especially likes getting a commission on every sale he makes.

Because he's a good salesperson, his salary is significantly higher than it was as an accountant. Gino is proud of the fact that he can help his Euro-American coworkers when they must deal with Spanish-speaking clients. In fact, Spanish-speaking clients have learned to ask for Gino, making him a valuable asset to Delcor.

On the other hand, being the only Latino American makes Gino feel somewhat isolated. For example, coworkers frequently "forget" to inform him of meetings or to invite him to group events.

Few of them talk with him about anything outside of business matters.

Recently Gino was going over some files in the office. A couple of sales reps entered the adjacent cubicle and Gino overheard their conversation. Jeff said, "I heard that Dave's raising our sale quotas for the spring quarter. Business is always slow in the spring. How are we going to sell not than last year? If we don't meet that quota, we won't get our bonus." Ralph replied, "I think it's Gino fault. He just gives Dave ideas. If he weren't such an eager beaver, Dave wouldn't start thinking the rest of us should do better." "Yeah," said Jeff, "Any ideas on how we can send Gino back to the accounting department? Let him count beans!"

Gino is very upset by the news that his coworkers view his achievements so negatively. He hates being viewed as a trouble maker and difficult person. He decides to pull back on his sales efforts and to he satisfied with barely meeting his quotas.

Today Dave receives the news that he's being promoted and that he should recommend a replacement to take over his job. As Dave goes through the performance evaluations of all his team members, he narrows the choice down to Gino or Jeff.

Jeff has a high school diploma, experience as a salesperson with one other company, and has been with Delcor for three years as a sales rep. He gets along well with coworkers and is well accepted as "one of the gang."

Gino is better qualified, with his bachelors degree that includes technical expertise in the telecommunications field. He has been building a better track record as a sales rep than Jeff has, but the coworkers don't seem to be as receptive to him as they are to Jeff.

Dave calls Gino and Jeff into his office. He tells them that they're both in the running for the job and sets up times to interview each of them separately. Gino is concerned. He really wants the promotion, but he's worried about being accepted in the managerial role. On the other hand, if Jeff gets the job, he'll probably offer Gino little or no support and encouragement. He'll probably make it tough for Gino.

1. What are the key issues (root problems) in this situation?

2. If you were Gino, what would you do?

3. If you were Dave, what would you do?