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    Eric Kurtz worries about Joyce performance: Response?

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    Determine whether the individuals will be motivated to behave as desired. Then select the appropriate managerial action from those listed.Explain your reason

    Joyce, a recent College of Business graduate, has been working several months as a sales person for a small manufacturer of computers and word processors. She is one of two sales people working a large metropolitan area. Her sales manager, Eric Kurtz, is concerned about her performance, however. He is aware that Joyce wants very much to have high sales in order to participate in the company's generous incentive bonus plan. She has expressed her satisfaction with the way the plan operates, and was clearly in agreement that there is a booming demand for computers and word processors in the market area. He is puzzled, therefore, by her poor performance. He should take which of the following actions?

    A. Post sales performance figures in the office so that everyone can see how the sales persons are doing.
    B. Have a talk with Joyce, stressing the details of how she can benefit financially from increased sales.
    C. Tell Joyce that unless she begins to reach her quota within the next three months, she will be terminated from employment.
    D. Ask Joyce to accompany him on sales calls to several new customers.
    E. Do nothing. Her performance should soon be improving.

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    Solution Preview

    A, B, C and E are not appropriate. Here's why:

    A. Joyce shows no signs of wanting to compete with others or enjoying being admired for her sales skills. Posting sales for the office will not impact Joyne.

    B. Joyce is ...

    Solution Summary

    A sentence or two explains the weaker choices and the better choice.