He was in the firm for past 10 years prior to that had worked in production for

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He was in the firm for past 10 years prior to that had worked in production for 4 years after graduation from high school Now 37 years old, he Mr Ali, wise president of marketing for ABC Company in Karachi, knew he had to make a decision on whom to select to manage the companys 56person sales force Seven months back, the former sales manager resigned to accept the better offer somewhere else Since then Mr Ali had assumed direct control of the sales force, but he clearly saw that in doing so he was not only neglecting his other responsibilities but also doing a poor job of managing the sales force Mr Alis search for a new sales manager had narrowed down to two people Mr Qasim Mr Omar, both of whom seemed eminently qualified for the job The ABC Company was one of the nations leading manufacturers of special purpose metal fasteners metal fastening systems used by metal fabricating manufacturers While there was some calling on new accounts, the bulk of the sales reps time was spent working with longstanding established accounts The sales manager was charged with the full responsibility for maintaining an effective field sales force which included hiring, firing, training, supervising compensating, controlling, evaluating the sales people The manager was accountable for the entire departments paper work, which included budget preparation, expense account auditing, sales force planning Mr Ali had taken the files of both managers at home for the week end to finalize his decision As he reviewed Mr Qasims file, he fully realized that if Mr Qasim were not made sales manager some repercussions might felt Mr Qasim was not only the firms best sales rep but was well regarded throughout the organizationhad outsold all other reps for the last 10 years His average earnings over the past decade exceeded Rs 100,000 last year he earned Rs 135,000 Although Mr Qasim had not attended college, Mr Ali knew that he was intelligent had acquired considerable business knowhow He had accumulated an impressive business library of business books had participated in many meaningful self improvement programs When he learned of the previous sales managers resignation, Mr Qasim had come directly to Mr Ali requested the position He outlined his achievements for the company then gave a brief account of the goals that he would work toward as sales manager Mr Ali told Mr Qasim that the decision was not entirely based on him The president had suggested that a thorough search be made in order to assure the organization that the best person available was placed in the position Privately Mr Ali had some reservations about making Mr Qasim sales manager but he was hesitant to bring his thoughts in the open for fear of engendering animosities that would later haunt him First, he was fearful that if he promoted Mr Qasim, he would be losing a good sales rep getting a poor sales manager He had seen it happened in other companies Second, Mr Ali was worried that Mr Qasim would be unhappy with sales managers salary of Rs 100,000, despite his insistence that he would be happy with it Thirdly, he was afraid that Mr Qasim preference for customer contact would result in his not staying in the office enough to do the required paperwork Finally he was disturbed by Mr Qasim relations with other reps Mr Qasim had forced Mr Ali to make a decision soon, appearing in his office on Friday morning to issue rather strong ultimatum He had been offered a sales managers position by a competitor had to give an answer within 2 weeks Mr Qasim made it clear that he did not want to leave but he would do so to become a sales manager Mr Ali proceeded to review his other leading candidate Mr Omar, a 32 years old bright prospect with whom he had been acquainted for more than 4 years They were members of several clubs together, had known each other from their college days Mr Omar was the sales manager for an electronic instrumentation company had developed an enviable reputation in the industry for building an outstanding sales force Mr Ali casually mentioned his job opening to Mr Omar one day at one of their club meetings He clearly told Mr Ali that I know of you your operations I think I would like very much to be considered for the said position Mr Ali sat for 2 hours contemplating the pros cons of selecting each person, but was still undecided

Case Questions

1 Whom you would make sales manager

2 Give the complete rationale of your choice?