Whatever It Takes to Get the Order Background Roberta Thomas has seen the good. Her company paying high bonuses to bring in now customers. Thomas has called more than 100.000 per year over the past three years. Thomas has been given increasingly higher quotes during the past two years to Mach et bonus She feels that her company putting her in an awkward position. She wants to continue to wach her quota, but in doing so, she will spend more than 90 percent of her time trying to bring in new business. ISTOTwo years ago she spent har her time ieping her present customer satisfied. Her customeshwe been complaining about how little sertion they receive. Thomas knows that she is not spending enough time with them. She brought her dilemma to her boss, Betty Bartett, who seemed less than sympathetic Current Situation Their conversation follow Themes: I am really having a problem with the quotat have been assigned the year, Barrett: Isthoss What is the problem! Thange think it is too high, itave to spend way too much time going ate new business Bortet: That is what we pay you to do your job is to bring in new business Thomas it was not that was many years ago when I spent at kost half of my time keeping my present customers happy. I enjoyed following up with them and building strong relationships Barett Times change, you know We have to bring in new business or face the chance of laying some of you off. Thomas You can look over some of these phone messages I have received. These are some of our best customers, and they do not think we are taking very good care of them, Barn Abent, we have a big contest going on, and do not intend to lose it. You had been bong inyour share of the new business to win or you will let down your entire branch Thomas could see she was not getting anywhere and changed the subject Questions L What would you do you were Thomas 2 What would you do fyou were Barrett Role Play Situation: Read Case Whatever It Takes to Get the Order Characters: Thomas Barrett Scene Location-Bart's office Acion-Continuation of Roberta and Betty's conversation Roleplay Thomas not changing the subject and pursuing her concerns. After completing the role play, aadress the following questions 1. Thomas is not getting anywhere with Best hould she go to Barret's boss 2 Why can Thomas not go back to her old way of doing things and spend the time with her exsting customers like she wants to