INCIDENT ANALYSISGARY NELSONGary Nelson, supervisor of a small sales department, noticed that one of his industrial salesrepresentatives, Joey Hunter, had a problem. Among other signs, Hunter's sales had declined in thelast six months, although most other sales representatives regularly were exceeding their quotas.Nelson decided to try to boost his sales representative's performance by reminding him of the manyopportunities for satisfaction in a sales job.Nelson explained his actions as follows:I pointed out that in his customer's eyes he alone is the company. He could help his customer. Hecould show his ability and knowledge to many types of people. He has the opportunity through hisown efforts to help many types of people. He could support the people who make our products, toreward the stockholders, and to control his financial retum through his own know-how. He has theopportunity of testing his creative ideas, with immediate feedback about their value. He could meetconstantly changing conditions, so there is no boredom in his job. There is no quicker way to achievepersonal satisfaction than sales work.Questions :1. Comment on Nelson's approach in dealing with his sales representative.2. Suggest approaches for increasing Hunter'sa. Job satisfactionb. Job performancec. Job involvementd. Organizational commitment

Here in the present situation where the work of sales representatives are getting decline will…

Answered: 1. Comment on Nelson's approach in…

Understanding Management (MindTap Course List)

10th Edition

ISBN:9781305502215

Author:Richard L. Daft, Dorothy Marcic

Publisher:Richard L. Daft, Dorothy Marcic

Chapter15: Managing Quality And Performance

Section: Chapter Questions

Problem 6AL

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1. Comment on Nelson's approach in dealing with his sales representative. 2. Suggest approaches for increasing Hunter's a. Job satisfaction b. Job performance c. Job involvement d. Organizational commitment