John Stover is the president of Stover Industries, a conglomerate of several small companies in the electrical parts industry. Recently, Stover hired Chris Cunningham, a former college classmate, as a salesperson. Cunningham had considerable drive and enthusiasm, and was soon established as a star on the sales force. However, Cunningham's aggressive and often unreasonable demands have upset the company's designers, production staff, and purchasing department. Stover has made several unsuccessful attempts to reform Cunningham's behavior. In this case, students identify possible solutions to Stover's dilemma.
Case ID: 070404