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HBR case study World class
Bull
Presented by Abdur Rauf
Submitted to Dr Irum Khattak
Introduction
I know how you feel
World class bull
Characters
• Sam is member of board of ethics
• Jeremy is vice president sales
• William Mayer regional sales
manager
• Chris Knox best salesman in
company
• Dale Landry CFO Armaldo gas and
power
• Carol Landry wife of dale Landry
Background
William Mayer is chasing a tough customer
After giving many presentation he gave up and
said they he is not interested in our product.
Chris Knox takes the challenge
• By hearing about a tough customer Chris took the challenge
and started his research about Dale Landry CFO Armadillo
Gas and power
Love of bulls
Chris finds that Dale Landry love his Bulls so he
plan a visit to his home and show like it was
coincident and ask for permission to click photos
with there bulls
2nd visit
• After few days Chris again visited Dale house with frame of
one of the picture he clicked and gave to Dale wife and
showed his gratitude to allow him to click that picture
Stocking
• Chris finds car model of Dale and keep eye on his home
to see when will be Dale home
• And when he find his car home and pay a visit as
photographer who loved there bulls
• When Dale ask Chris what you do for living he replied I
work at SFS
• Dale replied that company is trying to make sale to me
for long time
• Chris said you know our product is kind expensive I
don’t think you can afford it and he do not serve small
customers
Making him chase us
• Chris turn the table he showed no interest in Dale when he
talked about business
• Dale became desperate and decide to install SFS system in his
fleets
Vice president sale response
• Vice president sale Jeremy became so
impressed with his employee that he shared
his story in form of email all sale team.
Imagine you were Chris how
would you feel ?
Imagine you were dale how
would you feel ?
If you were Smatha (member of
board of ethics) what would
you do ?
Ethical considerations
• Was Chris behavior ethical ?
• Should we encourage such behavior in our
employees ?
• Should we fire Chris or Jeremy ?
• Explain in light of ethical theories
Which theories do these
character represent by there
action
Samantha
Jeremy
Chris
Dale
Other employees
HBR case study world class bull.pptx
HBR case study world class bull.pptx

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HBR case study world class bull.pptx

  • 1. HBR case study World class Bull Presented by Abdur Rauf Submitted to Dr Irum Khattak
  • 3. I know how you feel
  • 4. World class bull Characters • Sam is member of board of ethics • Jeremy is vice president sales • William Mayer regional sales manager • Chris Knox best salesman in company • Dale Landry CFO Armaldo gas and power • Carol Landry wife of dale Landry
  • 5. Background William Mayer is chasing a tough customer After giving many presentation he gave up and said they he is not interested in our product.
  • 6. Chris Knox takes the challenge • By hearing about a tough customer Chris took the challenge and started his research about Dale Landry CFO Armadillo Gas and power
  • 7. Love of bulls Chris finds that Dale Landry love his Bulls so he plan a visit to his home and show like it was coincident and ask for permission to click photos with there bulls
  • 8. 2nd visit • After few days Chris again visited Dale house with frame of one of the picture he clicked and gave to Dale wife and showed his gratitude to allow him to click that picture
  • 9. Stocking • Chris finds car model of Dale and keep eye on his home to see when will be Dale home • And when he find his car home and pay a visit as photographer who loved there bulls • When Dale ask Chris what you do for living he replied I work at SFS • Dale replied that company is trying to make sale to me for long time • Chris said you know our product is kind expensive I don’t think you can afford it and he do not serve small customers
  • 10. Making him chase us • Chris turn the table he showed no interest in Dale when he talked about business • Dale became desperate and decide to install SFS system in his fleets
  • 11. Vice president sale response • Vice president sale Jeremy became so impressed with his employee that he shared his story in form of email all sale team.
  • 12.
  • 13.
  • 14. Imagine you were Chris how would you feel ?
  • 15. Imagine you were dale how would you feel ?
  • 16. If you were Smatha (member of board of ethics) what would you do ?
  • 17. Ethical considerations • Was Chris behavior ethical ? • Should we encourage such behavior in our employees ? • Should we fire Chris or Jeremy ? • Explain in light of ethical theories
  • 18. Which theories do these character represent by there action Samantha Jeremy Chris Dale Other employees