Chapter 4, Problem 1CFCA

Summary Introduction

To determine:

How Ken Bodine shaped the sales culture at Pace Technologies and whether these cultures are at a pre conventional, conventional or post conventional level of ethical development and why.

Case Summary:

Ken Bodine, the sales manager and the skills of the young sales staff he had hired were responsible for the rapid growth of Pace Technologies. Bodine had hired his top grads staff from two major business schools in the area. Apart from the top salaries offered by Pace, these top grads employees were attracted by the Bodine's positivity, reflected through his energy level, creative and innovative thinking and his positive and confident attitude towards work. Pace's sales force consistently stunned the competition outside with their efficient and high level performance.

Interpretation:

It is required to understand whether Bodine has got enough knowledge and skills to elevate the sales performance to its highest potential and the kind of culture followed at Pace Technologies.