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.

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Shades of Green Resorts , Disney-owned and operated, acquired in 1965 and in December 1973 with 151, cabin designed, cozy and eco-friendly rooms. The resort was built of wood and volcanic rock in the style of a country club. The core building of the resort was opened in 1965 as a two-story clubhouse for the golf courses and did not actually have guest rooms. Guest wings were steadily added to the original clubhouse in 1969, due to the need for overnight accommodations. Every guest room at the resort felt like a suite with at least 480 square feet. A new marketing blitz designed by Disney in 1986 to try to appeal to a wider guest base than just golfers. It completed to the present occupancy rate, an additional 150 rooms with a new Snow White associated design, Eclectic, Mediterranean and Industrial Chic themes during that renovation. By Disney standards, the resort was still small with only 301 rooms. The resort was described as having the rustic charm of a quiet country inn,…

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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.

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