How to Motivate Fred Maiorino

1564 WordsFeb 6, 20127 Pages
Fred Maiorino had been a successful sales manager for Schering-Plough Corporation for thirty-one years before Jim Reed was named general sales manager over the South Jersey sales district that included Fred’s sales territory. Afterwards, Reed implemented several changes to try to boost sales including a new performance appraisal system and a hands-on coaching style to motivate his sales staff. The problem arose with Reed’s inability to motivate Fred (Buller & Schuler, 2003). In this case study, we will compare and contrast both the ineffectiveness of Jim Reed’s methods, as well as more favorable methods he could have used to influence a more positive outcome. The major issue is this case is Reed’s inability to motivate Fred,…show more content…
Most of the people with whom Fred worked in the medical community felt he was a pleasure to work with and he always used to be ready to help doctors or nurses regarding any problem related to any tablet. So that makes them feel comfortable to work with him. Deep Knowledge of the Subject: Fred often provided necessary drug samples and information regarding side effects of those drugs based on his prior experience and knowledge. And several times his knowledge helped them a lot. His doctors and nurses were highly influenced by his knowledge. So from the above discussion it can be concluded that overall Fred had the ability to perform successfully as a sales representative because he had a good combination of knowledge and skills. In fact, in early 1987 he was recognized as the top sales representative in Schering – Plough and received several performance awards and rewards. Efforts of an individual depend on the motivational level. Efforts are the result of motivation. This motivation can be internal or external. Intensity, Direction and Persistence are three key elements of motivation. If we look from the starting point of Fred’s career his overall efforts to perform his job were good he was performing his duties very well. He always used to be top ranked sales representative, because at that time he had a comfort level with his boss and so he was highly motivated with his boss and work. He used to put his all efforts to

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