Organizational Behavior

Case Study Of Star Salesperson

Presented by Nazish HussainPresented to Sir Owais

Summary

This is on a boy name jerry slate, who was always been rewarded his parents for his independences. He was successful inside and outside his college and school because he done his work properly. He never got in with other people of his class and he want to do his work by himself and does not wants to share our knowledge. He had a very bad attitude towards people. In both academically and sports ways he was on top. On graduation he went for work for

Summary (cont.)

for large insurance company and soon became one of the top salespersons. In the discussion between the executive committee in charge of the company the HR manager suggested JERRY for the post of sales manager in there Midwestern region which was lagging far behind our other region as far for sale was better.

•Q1: Do you agree with the human resources manager why or why not?

Positive Statement: Yes I am agree with human resources manager because Jerry has highly motivated person for sales job and he also has good record with the company. He is competent and consistent in his work and he has done his work with effectively and efficiently

Q2: In view of jerry’s background what motive discoursed in de chapter would appear to be very intense in jerry? what motives would appear to be very low? Give specific evidence for each motive?

Intense Motives:• Achievement : Jerry doing his work better

than competitors, As jerry slate is a highly self motivated person solving a complex problem, carrying out a challenging assignment

successfully and developing a better way to do something that's y he was a successful in every stage (school, collage, university and in the job).

• Status: He is highly motivate that y he want to grow and more grow, on graduation he got a sales person job and after that he was appointed for the sale manager job, now he is on self actualization he get the thing that he wants.

Power: he has an great power to done work effectively , work with freedom he does not want it involve any one because he has an skill to control and also has a knowledge and informational power about the work.

Low Motives:•Affiliation: He does not have a affiliation, this sentence show the very low affiliation motive “I don't need others. Beside, other can not do things as well as i can. I don't have to time for others”

•Friendly: He has not the friendly behavior and also does not have the contribution and coordination.

•Group or team: He has not to want to work in group or team. He always down work by himself.

•Interpersonal relationship: He also does not have the harmonious relationship.

•Social activates: lack of social activities because he is highly self motivated person.

•Q3: What type of motivation is desirable for people in sales position?

What type of motivation is desirable for people in managerial position?

Motivation for the sales position

Motivation is the effort the salesperson makes to complete various activities of the sales job. The importance of motivating salespeople is recognized because financial performance of the company depends upon the achievement of sales volume objective.

•Majority of salespersons are not adequately motivated but 10 to 15 percent salespeople are self motivated for get the large amount of commission.

Abraham Maslow Hierarchy TheoryAccording to Maslow hierarchy theory, the sale person motivated by psychological needs and safety and security of job.

The sales manager should know the salespersons and understand his or her specific needs to fulfill the psychological needs and give the job security and also give the salary commission and other

incentive on time.

Hygiene Factors Motivational Factors

Rate of pay Career Advancement

Company policies Personal growth/ Work itself

Working conditions Recognition

Relations with others Responsibility

Job security Achievement

Herzberg Two Factor TheoryAccording to Herzberg Two Factor Theory, the sale person motivated by:

ERG Theory of Motivation According to ERG Theory of Motivation the sale person motivated by:

The sales manager should know his existence need/problem and solve/fulfill the his need then the salesperson perform well without any stress

There must be relatedness in the salesperson position, relatedness with job, subordinate, staff, and the most important with people outside the organization.

Expectancy Theory f Motivation

According to Expectancy Theory f Motivation the sale person motivated by: Incentives: any type of incentive can

motivate the salesperson. Attitude: the sales manager also give the

positive attitude toward the job, incentive etc.

Expected Utility: the sales manager must know the expected utility of salesperson, give the value then he perform well and fulfill the his expected utility

Motivation for the Managerial position The manager should be competent and spokesperson then he can perform well and move on toward. The desirable motivation in the managerial jobs are:

Abraham Maslow Hierarchy TheoryAccording to Maslow hierarchy theory, the manager motivated by self actualization because the manager pass on the 4 stages of hierarchy. He is already on esteem need now he want to reach on self actualization. For achieve this level he must do work with more competency and competently.

Herzberg Two Factor TheoryAccording to Herzberg Two Factor Theory, the manager motivated by Career advancement and achievement another hygienic and motivator factor he was get from the job

ERG Theory of MotivationAccording to ERG Theory of Motivation the manager motivated by growth. Because the manager don’t need to first two stages(existence, relatedness) he already obtain this. Now he want to promote and want to develop the his self

Recommendation The jerry slate appointed for the job of sales manager job for the Midwestern region because he is the skill full person for the job as well as the management should give the training of how to do work with team or group because he does not have the interpersonal relationship to jerry and the cooperate relationship is needed for the sale manager job.