USING GOAL SETTING AND THE SIX PRINCIPLES OF PERSUASION TO MOTIVATE Using Goal Setting and the Six Principles of Persuasion to Motivate Abstract For more than a generation employers have been attempting to solve the difficult task of motivating employees. In the early 1900’s the task concept was first introduced by Frederick W. Taylor‚ along with time‚ motion study‚ and incentive pay‚ became the cornerstone of scientific management. After several
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CASE IBM : Restructuring The Sales Force In 1993‚ IBM’s Board of Directors decided the time was right for dramatic action. The once proud company had seen its sales fall from almost $69 billion in 1990 to $64‚5 billion in 1992. In the same period‚ profits plunged from $5‚9 billion to a loss of $4‚96 billion. In April 1993‚ the Board hired Louis V. Gerstner‚ Jr. to serve as its new Chairman and Chief Executive Officer and to turn the company around. Just three months into the job‚ Gerstner announced
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Air Force Training Program EXECUTIVE SUMMARY An Air Force introductory course in electronics uses a personalized system of instruction whereby each student views a videotaped lecture and then is given a programmed instruction text. The students work with the text until they have completed the training and passed the test. The pace at which the students complete the course varies and the faster students wait until the others complete before the entire group proceeds further. An alternative
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common types of the sales force organisational structures are discussed below: 4.1 Functional Organisational Structure A standout amongst the most widely recognised sorts of organisational structures‚ the functional structure which departmentalises an association taking into account the common jobs functions. Benefits: It provides an association with a useful structure would bunch the greater part of the advertisers together in one office‚ assemble the greater part of the sales representatives together
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Effective performance appraisal program Danielle Miller Outline Effective performance appraisals for developing and sustaining a high- performance appraisal system are based upon two key tenets. The first tenet suggests that if appraisal processes operate as a system. The second tenet is that individual
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Advantage and Disadvantage of Sales Force Automation. SFA is one of the applications of information technology to support the process in sale functions (Buttle. 2006). Managers and salespeople were require to use SFA technology in marketing actions such as use computer and telecommunication technology in their sale or promotion actions (Morgan et al. 2001). Some organizations believe the SFA means adding fax machines‚ automate the sales process by prepare the salesperson with a laptop‚ cell phones
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motivation is probably McGregor’s Theories X and Y. (False; easy; p. 453) 5. Maslow argued that each level in the needs hierarchy must be substantially satisfied before the next is activated. (True; moderate; p. 454) 6. Lower-order needs are satisfied internally while higher-order needs are predominantly satisfied externally. (False; moderate; p. 454) 7. The two-factor theory is also called Theory X and Theory Y. (False; easy; p. 455) 8. Herzberg believed that the data from his study suggested
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Jefferson Pilot: Growing the Sales Force Discussion Questions 1. What are the advantages and disadvantages of using a career sales force versus an independent sales force? A career sales force that the company hires‚ trains‚ supervises‚ and compensates likely will be more loyal than an independent sales force. As the case notes‚ these career salespeople sell only JPF policies. They also learn and contribute to establishing and maintaining the organization’s “culture.” They learn how things work
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In modern terrorism‚ there are six tactics of terrorism including bombing‚ hijacking‚ arson‚ assault‚ kidnapping‚ and hostage taking. However‚ over the past four decades‚ the weaponry of terrorism has developed to include coercions from weapons of mass destruction. At the same time‚ threats from terrorism have expanded into the virtual world (Internet)‚ where attacks made by cyber terrorists has become just as effective and damaging as physical attacks. For example‚ a terrorist who can hack into
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Unit 3 Assignment 1: Homework Short Answer 5‚ 6 p. 71 5. What two things must you normally specify in a variable declaration? You must specify the variable type and identifier. 6. What value is stored in uninitialized variables? Some languages assign a default value as 0 to uninitialized variables. In many languages‚ however‚ uninitialized variables hold unpredictable values. Algorithm Workbench Review Questions 3-10 p.71 3. Write assignment statements that perform the following operations
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