Management, Student Value Edition Plus MyLab Management with Pearson eText -- Access Card Package (14th Edition)
14th Edition
ISBN: 9780134639680
Author: Stephen P. Robbins, Mary A. Coulter
Publisher: PEARSON
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Question
Chapter 6, Problem 16DQ
Summary Introduction
To determine:
the factors that would be involved in making the one-for-one approach work.
Introduction:
A manager has a key role to play in order to make an approach work, there is a lot of spade work which a manager does to ensure the operations flow smoothly and similarly, there are several aspects to consider when making such an approach work.
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It’s been said that money is not enough to motivate anyone for long and that people really work for their boss, not the company. If you’ve had experience as an employee, as a manager, or both, then you no doubt have some insight into this statement. If you’ve never been involved in the workplace or business, then consider what you’ve heard from other people about their experiences in the workplace. Have something in mind? Great! Now, consider what the text from Selling Today: Partnering to Create Value 14th Edition by Gerald Manning, Michael Ahearne, and Barry Reece had to say about the leadership skills required of sales managers and especially about how they motivate their sales force. State your insight and the experience you base it on. Then, apply your observation to the world of sales. Would your example/insight motivate or demotivate sales professionals? Why? Last, describe how you believe that sales managers can best motivate their staff.
What in your mind makes for a good manager? What makes for a bad manager?
How do short-term evaluations affect a manager’s incentives and performance?
Chapter 6 Solutions
Management, Student Value Edition Plus MyLab Management with Pearson eText -- Access Card Package (14th Edition)
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