Question 1

Question 1 24 Marks Study the scenario and complete the questions that follow: Sales Staff at DELL LTD James is the Human Resources Manager of DELL LTD. DELL LTD is a medium sized company selling computer systems to businesses. The main icon of the business is its outgoing founder Peter Parker He has built the company on putting his focus on his staff and believing in "happy staff produces results". The company's incentive schemes, and flexible work hours are all geared to invest in his staff morale. James came to work early on Monday morning after a relaxing weekend away with his family. A knock on his door starts off yet another challenging week of dealing with personnel issues. Tyron the Sales Manager enters. He manages three sales representatives Trevor, Sue and Jayson. The key to the success of the sales department is to keep these employees as motivated as possible. Here is a brief summary profile on each of these subordinates. Trevor is the type of employee who is hard to figure out. His absenteeism records are much higher than average. He greatly enjoys his family (wife and 3 kids) and he thinks they should be central to his life. Trevor believes deeply in the values of that culture. As a result, the things that the company can offer him really inspire him very little". He feels that the job is simply a means of financing his family's basic needs and little else. Overall, Trevor does an adequate job and is very conscientious, but all attempts to get him to do more have failed. He is charming and is friendly, but he values family life more than work life. He is pretty much there to do his own thing" as long as he meets the minimal standards of performance Sue is in many respects opposite from Trevor. Like Trevor, she is a likable person. Unlike Trevor, Sue responds well to the company's rules and has a high degree of personal loyalty to the company. The problem is that she cannot function independently. She does well with what is assigned to her, but she is not very creative or even dependable when she is on her own. She is a relatively shy person who is not very assertive when dealing with people. She battles to sell herself and the department, yet very good with administration, Jayson, on the other hand, is a very assertive person. Money is his main motivator in life and he would readily change jobs for more money. He really works hard for the company but expects the company also to work for him. In his present job, he can easily work a sixty-hour week, if the money is there. Even though he has a family and is supporting his mother, he once quit a job cold when his employer didn't give him a raise on the premise that he was already making too much". His previous manager indicated that, while Jayson does an excellent job for the company, his personality was so strong that they were glad to get rid of him. He never seems satisfied and always pushes himself harder. Tyron informs James that he is experiencing conflict in his department. New targets (financial) were set and the geographic areas for the New Year determined. The sales representatives are very unhappy with the new system. Sue must travel more on her own and Jayson is not happy with the range of potential prospects. All of them are on edge and it led to an argument in front of a customer. Trevor had an argument with Sue as she forgot to give him a message regarding an appointment Source: Allaway, M. (2012) 1. The sales representatives have very different personality types. Analyse Sue as an employee of DELL according to the following aspects: a. Research the Myers-Briggs Type Indicator model used to determine personality types. (6 Marks) b. Motivate the personality type you would assign to Sue using the descriptors given by Meyers-Briggs. (4 Marks) Research this personality type and discuss if she is suited to be a Sales representative. (6 Marks) d. Advise Sue on how to increase her "self-efficacy". (8 Marks) [Subtotal: 24 Marks)