Prior to being a plant manager with Tri-American Company, Dick Spencer was a sales person for the company. He received a Master’s Degree in Business Administration from a well know university at the age of twenty-two years old. At the very start with Tri-American Company, Dick succeeded in landing several single and large contract, which shot him to the top in sales volumes. Fellow sales persons accredited Dick’s looks, charm and ability in the golf course along with his business knowledge to sell Tri-American products. Caballero & Soloman (1984) have found that influence may be sex-linked and that and that the point-of-purchase show that men influence men. If Dick’s clients were men, that can be associated to his success. The education he received also contributed to his sales success, due to the selling behaviors skills, rapport building, benefit presentations that are taught in sales programs (Bolander, Bonney & Satorino, 2001). Other studies suggest that solely rapport building skills is a salesperson tool of the trade (Nickels, Everett, & Klein, 1983). Dick’s golf ability may have been a tool that establish rapport with his clients. However, without getting the details of Dick’s sales interactions, we cannot confirm this.
Dick continued to be a sales ...
... middle of paper ...
...tance of performance incentives and its role in relieving conflict, so much more that it trumps human relations methodologies. Furthermore, it indicates that lack of performance incentives shows weak organizational objectives, behaviors, structural arrangement (Gabris & Giles, 1983). The importance of performance incentives have a dramatic influence on an organization yet it so simple that it may be dismissed.
Usually, salespeople get commission for their performance. This could have been the reason why Dick did so well but we are not entirely sure. Performance incentives can solve Dick’s troubles however, without more information we cannot dive deeper into the issue. The siding department supervisor could have had personal problem or employees could have been physically incapable or Dick’s request. However, as mentioned before, incentives are usually all you need.
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