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After two years of sales calls and persuasion, a large, multinational petroleum company—Big Oil Ltd.—decides to...

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General Management

After two years of sales calls and persuasion, a large,multinational petroleum company—Big Oil Ltd.—decides to sign withyour employer, Secure Bank. Since Big Oil is headquartered in SaudiArabia and most of the meetings with the client have been in theMiddle East, Secure Bank’s senior executive in charge of oil andoil products companies, Julie, has not attended. Although theSecure Bank employees who have met with the company have told theBig Oil executives that the lead on their account will be a woman,the news must not have registered, perhaps because of languagedifficulties. Today, the Big Oil reps are in Chicago to sign on thedotted line and meet with Secure Bank’s senior managers, and ofcourse, they’ve met with Julie. A member of your sales team callsyou to say that Big Oil’s senior team member has told him he doesnot want Julie to work on their account, period. Because ofcultural issues, Big Oil execs are uncomfortable dealing with womenfrom any country.

As Julie’s manager can you think of ways to respect Julie’sexpectations and those of the Big Oil executives? Please provideextensive answer

Answer & Explanation Solved by verified expert
4.4 Ratings (880 Votes)
From the above caselet I gather following information Big Oil is very important Client for Secure Bank as they have been persuading Big Oil since last 2 years So one thing is sure that Secure bank cant let go of the Client There is culture difference in working of both the companies Julie is a talented employee which is proved by her position as Senior executive in charge of Oil oil product    See Answer
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