Week 10 Chapter 11,12 and 13 Sales and retail management

Chapter 11 assignment
Describe a basic model of the motivation process. Please provide an example of each factor using an existing company or a personal job experience.
Chapter 12 Assignment
Review Featured Case: ” Shield Financial ” The Elusive Commission-Now You See It, Now you don’t” from textbook page 320.
Answer the questions:
1. What could he do to broker a compromise between Shute and Carr?
2. It is obvious that Bloom should try to change Sute’s mind about sticking to some standardized commission program. What would you recommend he do?
Chapter 12 Discussion Forum
A sales manager, which plan do you think is the best selection for a salesperson (salary plus bonus, salary plus commission, salary plus commission plus bonus, and commission plus bonus). Explain why
Chapter 13 Assignment
Review Featured Case: Shield Financial ” Missed Quota”
Answer the following questions:
1. How should Bloom handle this situation?
Should Bloom keep investing time in helping MacAllister to improve?
Should he let MacAllister try to prove himself on his own?
Is there a better approach?