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Case Study 2 (14 marks ):

Fahim has joined MH Electronics as Sales Manager around 2 years now through Mid career recruitment process. Previously he was in another electronics company where he was a star performer. He reports to Mr. Hasib, the Regional Sales Head, Dhaka of MH Electronics. Fahim was expected to fulfill two targets

a) to Increase the current Sales Force by 10% and

b) to achieve increased Sales Growth by the end of 2021.

After the completion of his 2^nd year tenure, Fahim is expecting a promotion as he was promised that he would be promoted after two year. However The Head of National Sales Mr Asif thinks he is not a star performer and he could not deliver as par the expectations of the management.

Fahims rationale :

• Fahim believes he has contributed in the growth of the Sales and sales force.
• he was involved in other two cross functional projects outside his work area.
• Fahim is not happy with this discussion at this stage specially when he thinks his promotion is due.

Mr. Asifs Side of story:

• Mr Asif was not aware of Fahims updated performance
• Not aware of the project he was involved in

In a team discussion The Head of National Sales Mr Asif was furious at Fahim. Mr Asif thinks Fahims performance is not upto the mark and demanded explanation from him and his line Manager Mr. Hasib. Hasib will be leaving soon for Canada for Immigration purpose, therefore not very focused in his job. Fahim felt very insulted and decided to resign as he thinks his contribution was not counted and properly valued.

The HR Manager is in dilemma what to do, should they let go of him or ask him to stay back. The lead time of external recruitment is 2-3 months. This would be the 5^th one resigning from the Dhaka Sales Team. Mr Asif never had any discussion with Fahim or the team on the companys expectations vs their delivery. HR wants to know what is going on and how they can avoid this kind of situation in future.

As Fahim has submitted his resignation, How the HR will solve this crisis ? HR Manager Moin is now assigned to on board 100 Sales executive in 2 months time. Organization is open to listen to any new or innovative Idea to solve the problem.

1. Regarding what to do about Fahims resignation
2. Recruit 100 Sales Executive in Dhaka, Chittagong and Sylhet to increase the Sales growth, however be rationale on cost.

Questions:

1. Which concept of HRM you can relate with this issue? To what extend can you see the practice of the HR concepts here? What is missing (3)
2. What is each of their Fault and how? Fahim, Asif, Hasib and HR. Do you see any HR issue in that department? How would you find out? (3)
3. If Fahim leaves, which method of recruitment should the organization go for? Internal or external and why? (2)
4. What are the strategies and Guidelines for Improving the Performance Management System? (2)
5. What innovative ideas can Moin think of for recruiting these 100 sales force pls suggest. Should they go for Fresh graduates or experienced candidate from the industry? Be creative to imagine. Think of every steps of recruitment from job posting to onboarding. (4)