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Dgl International

Decent Essays

Case Study No. 1

Sales Engineering Division

When DGL International, a manufacturer of refinery equipment, brought in John Terrill to manage its Sales Engineering division, company executives informed him of the urgent situation. Sale Engineering, with 20 engineers, was the highest-paid, best-educated, and least-productive division in the company. The instruction to Terrill: Turn it around. Terrill called a meeting of engineers. He showed great concern for their personal welfare and asked point blank: “What’s the problem? Why can’t we produce? Why does this division have such turnover?

Without hesitation, employees launched a hail of complaints. “I was hired as an engineer, not a pencil pusher.” “We spend over half of our time …show more content…

They knew the showdown had come.

Terrill entered the president’s office and placed the stack of reports on his desk. The president and the other senior executives looked bewildered.

“This,” Terrill announced, “is the reason for the lack of productivity in the Sales Engineering division. These are the reports your people require every month. The fact that they sat on my desk all month shows that no one reads this material. I suggest that the engineers’ time could be used in a more productive manner, and that one brief monthly report from my office will satisfy the needs of the other departments.”

Questions

1. Does John Terrill leadership style fit the definition of leadership. Explain.

Yes, Terrill shows his leadership qualities by listening to the engineers and concerns on the problem facing by them that resulted poor productivity. Terrill is optimise that he can resolve the issue by trying to influence top management by showing them that those unnecessary reports are wasting and holding the engineers from focusing on the main objective of the department. Terrill has improved the relationship with the engineer by changing the reporting procedure and gaining their trust as well. By befriend with the engineer and using empowerment in his management, Terrill and his engineer should be able to focus and achieve success together on their shared purpose of increasing the productivity of the sales engineering

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