As knowing Dick Spencer is a man who was working for Tri-American for fourteen years, the case is assigned to centralize of Dick’s process from an successful salesman to his difficult time being as the manager. This paper will help analyzing the factors that contribute to Dick’s successful in selling, as together as the causes for his failure as a manager at Modrow. We can say that the most elements in his success are contributed by his personalities, also with his MBA degree. However, the issues that lead to his hard time while oversea are the differences in culture, his performance and the lack of support from his organization.

The MBA degree is the first and the essential factor that help Dick Spencer success as a salesman in Tri-American. People who earn a Master in Business Administration’s degree are founded as persons having sufficient knowledge in different field of business. As the researchers of University of Malaya have demonstrated that the MBA’s program would train the student to have an overall comprehension and various skills to deal with more business situation in real working life, which things that the participants are always seem lacking before enrolling in the courses (Sulaiman, A., & Mohezar, S. 2009). As being a good salesman, the interpersonal, communication skills are the most important keys to get success. Thus, any quality MBA program always tries to get the participants strengthening these communication skills, because it is one of the vital factors that all recruiters will look at the graduating students. Students at the school of Malaya, who have participated in the MBA program, have showed their progress in skills and knowledge after the program. For example, the mean score of the interpersonal skill has improved from 2.25 to 3.6, while the oral communication skill has risen from 2.38 to 3.72 after going through all the graduate courses. We can see that the value of the MBA degree has been added to each participant through their achievement and the interpersonal skill that they have obtained (Aiken et al.1994, Baruch & Leeming, 2001; Thompson & Gui, 2001). Through all the results that an MBA could bring to the participants, we can say that obtaining an MBA is one of the factors that helping Dick Spencer get success as a salesman. Secondly, Dick is known as an attractive person with a very outgoing personality, good looking and charming person, so those are the factors that contribute to his success in selling. Bases on the research of social psychologist from years, people with attractiveness usually get more social judgment and rationally proficient than unattractive person. Therefore, a lot of companies with high competitive trying to get salesman with additional personal factors like attractiveness, in order to preserve the competitive edge. Also, the study has shown that