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E8SalesforceMotivationExerciseVideo.docx


Salesforce Motivation

1. View the Webinar ??The Puzzle of Motivation?.


2. Address the following questions in your analysis. Use principles from the chapter on Motivation to support your answers.

a. Dan Pink asserts that ??reward systems tend to narrow the focus of people?. Give an example where this might be a benefit to a sales organization and an example where this might be a detriment.

b. If you are a sales manager designing a compensation/incentive plan for your sales force, how might you apply what you learned from this exercise to design an optimal plan to increase sales performance?

c. What is your assessment of this video/webinar? Does it add value to our study of the topic of salesforce motivation? Does it provide direction for sales leaders striving to maximize the performance of their sales force?

3. Submit/post your word document to the Bb assignment folder space by the due date listed in the syllabus schedule.

Note: Case write-ups should be about 2single spaced pages.


Grading Rubric to be used


Criteria


Points

Answers cover all parts/aspects of the questions, are in-depth, and incorporate principles from the course chapter(s).

18-20

Answers cover some but not all parts/aspects of the questions, are somewhat in-depth, and incorporate few principles from the course chapter(s).

15-17

Answers cover only a few parts/aspects of the questions, are lacking depth, and incorporate no principles from the course chapter(s)

0-14

Late submission of work

50% deduction from earned score


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