Sally Hise is the new district sales manager. It is time for her to make base-pay raise…

Sally Hise is the new district sales manager. It is time for her to make base-pay raise allocations for her salespeople. She has been budgeted $30,000 to allocate among her seven salespeople as pay raises. Past allocations have caused some ugly grievances in other sales teams, so Sally has been advised to base the allocations on objective criteria that can be qualified, weighted, and computed in numerical terms. After she makes her allocations, Sally must be prepared to justify her decisions.

The evaluative criteria available to Sally are summarized in the following table:

Sales-person

EEO Status

Seniority

Sales Performance1

Absentee Rate

Selling Skills

Initiative

Attitude

Personal

David Bruce

Caucasian male

15 yrs.

90%

.5%

Good

Poor

Poor

Nearing retirement; wife just died; having adjustment problems

Eric Cattalini

Caucasian male

12 yrs.

115

2.0

Excellent

Good

Excellent

Going to night school to finish his B.A. degree

Chua Li

Asian male

7 yrs.

112

3.5

Good

Excellent

Excellent

Legally deaf

Marilee Miller

Black female

1 yr.

88

10.0

Poor

Poor

Poor

Single parent with three children

Victor Munoz

Hispanic male

3 yrs.

94

2.5

Poor

Average

Good

Has six dependents; speaks little English

Derek Thompson

Caucasian male

11 yrs.

98

8.0

Excellent

Average

Average

Married to rich wife; personal problems

Sarah Vickers

Caucasian female

8 yrs.

100

7.0

Good

Poor

Poor

Women’s activist; wants to create a union

1 Percent to quota. For example, 110% means a performance of 10% over quota for the past 12 months.

In this assignment, you are playing the role of Sally. After reviewing the table above as well as the content covered in this chapter, determine how to allocate the $30,000. In your write-up, you must list out how much of a raise should be given to each of her seven salespeople. You must also clearly explain your rationale for this decision.

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