AReport on the case

Wendy Peterson

Submitted to
Prof. Madhusri Shrivastava

In the partial fulfilment of WAC Course

On Feb 3, 2016

Submitted
by:
Memo of Transmittal Awiral Kumar Das 2015PGP016
Subject: Submission of report on Wendy Peterson

As instructed by you, I have completed the analysis of the case, Wendy Peterson.
Based on the information provided, I recommend that Peterson should ask Wu to
share an assistant with other sales executives.
If you need any further clarifications, I will be available for discussion as per your
convenience.

Awiral Kumar Das

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 Contents

Executive Summary.........................................................................................................................1

Situation Analysis............................................................................................................................1

Problem Statement...........................................................................................................................1

Options.........................................................................................................................................1-2

Criteria for Evaluation.....................................................................................................................2

Evaluation of Options......................................................................................................................2

Recommendation.............................................................................................................................2

Action Plan......................................................................................................................................2

Contingency Plan.............................................................................................................................2

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Executive Summary
Wendy Peterson, vice president of sales at Plano, Texas, office of AccountBack, an accounting
software and services company, realised the potential of Chinese market in Plano, Texas. To
penetrate this market, she hired Fred Wu. Peterson was worried about Wu behavior as he was not
generating revenues and wasnt available in office. Wu closed his first business deal, eight
months after he was hired. After signing a big client, Wu requested for a personal assistant,
which was provided only to senior sales person. Wu threatens to leave AccountBack over this
issue. Peterson was in dilemma whether to terminate or cave in to Wus demands.

Situation Analysis

AccountBack was an accounting firm that provided accounting software and services to small
and medium sized businesses. Wendy Peterson joined AccountBack after graduating at the top of
her Ivy League university class in 2000 with a degree in economics. A tireless worker with a
curious mind, she excelled as a junior manager on a series of account service teams and earned
stellar reviews from both clients and colleagues. She was one of the few sales employees who
brought in lots of new business to AccountBack in 2008 despite the global financial crisis; soon
after she was promoted to manage the Plano sales organization. As Chinese entrepreneurs were
growing in Plano. To penetrate the close-knit Chinese business community, she believed, would
require hiring the right salesperson. Fred (Xing) Wu was hired to dominate this market. Wu was
39, born and educated in China but spent two years in the United States for college where he
studied business and economics. In 2004, he immigrated to the US and, soon after, launched and
operated a successful printing business in Dallas. In 2007, he sold the business to a larger
printing company for a substantial profit. Normally, Peterson wouldnt have hired someone with
as little hands-on experience in software sales as Wu. But she was impressed with Wus access to
executive at their target companies. During the first month Wu arrived early and stayed late in
office everyday. Once the sales target were finalized Wu started reaching Chinese customers.
Gradually He stopped reporting his progress to Wendy on daily basis. He wasnt available in
office for most of the time.

Peterson began to worry about Wus work habits and performance. Wu closed his first business
deal after 8 months. This client was the regional largest client. Peterson and office employees
were impressed by this result. At the annual review Wus requested for a personal assistant. She
knew it was unreasonable so she denied the request. Later that day, Wu came to Petersons office
and threatened to leave AccountBack over this issue. Peterson was in dilemma whether to cave in
to Wus demand or terminate him.

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Problem Statement

Should Peterson terminate or cave in to Wus demands?

Options

Terminate Wu

Cave in to Wus demands

Share assistant with other sales executives

Criteria for Evaluation

Impact on revenue of AccountBank

Impact on Work culture

Future relation between Wu n Peterson

Evaluation of Options

Option 1: Terminate Wu

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This option would make sure that companys culture is intact but it may be possible that Plano
office will not be able to achieve its targeted revenue. It will also impact the current Chinese
client. There will be no future between Peterson and Wu

Option 2: Cave in to Wus demands

This will ensure that Plano office is able to achieve its revenue target. But this will have negative
impact on companys culture. Employees will feel they are being ignored and Peterson is being
partial towards Wu. Peterson and Wu will have to resolve their conflicts if they want to continue
in the company.

Option 3: Share assistant with other sales executives

This will ensure revenue of the Plano office are achieved. Wu will also get an assistant. Culture
of the company will not be impacted as Wu is not being provided with a personal assistant. To
make the relationship work they need to resolve their conflicts and compromise on some issues.

Recommendation
I recommend that Peterson should ask Wu to share an assistant with other sales executive.

Action Plan

1. Allocate existing assistant to Wu.

2. Ask assistant to keep an eye on Wus activities.