TO SUSTAIN OR...REFRAIN?
TABLE OF CONTENTS
TABLE OF CONTENTS
CONCLUSIONS & RECOMMENDATIONS
Agfunds is a financial services company based in Houston, dedicated to providing account¬ing services for farmers and farmer-owned cooperatives. AgFunds is a large investment firm, which relies on their competitive training programs to produce fully licensed, motivated sales representatives. Cynthia Mitchell was once one of the best trainees, and is now one of AgFunds regional district managers. Cynthia, recruited by Peter Jones, the Houston-based regional vice president who oversaw eight southern districts, was expected to revive the Arkansas district.
The district, which Cynthia was chosen to manage, had been losing customers for 15 years. According to observers the sales force there wasn't the main cause of the problem; but rather the fact that it's been poorly managed for too long. Cynthia Mitchell needs a powerhouse sales rep to help her win back customers in a conservative region of the South. Steve Ripley just might be the right guy for the job. He's AgFunds' top trainee: talented, ambitious, intelligent, charming. Cynthia’s colleagues insinuated that that might not be in the best interest of the firm because of the racial issues involved. Should she hire him - and possibly set him up to fail - in an inhospitable district?
AgFunds had just promoted, Cynthia Mitchell – a sales rep's, to the district manager of the Arkansas branch. The Arkansas firm was in a slump and was in dire need of change. Cynthia assessed the situation there and came up with a plan of action. A key factor of that plan was to get her hands on a powerhouse sales rep. So she was intrigued when she came across Steve Ripley credentials, this year's top trainee, who was surprisingly still available. Cynthia addressed the issue with her...
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