Sales Management – Marketing 458 Simulation Project “Motivation and Control of a Salesforce”

I. For each of the motivational theories you have learned about on the CD, you are to do the following:

a. Fully document each theory in detail. Include the major premise(s) of each theory and fully discuss the details of each of the theories presented to you on the CD.

b. Discuss how each theory can be applied to sales management.

II. Employee Cases:

For each of the following employees, Buff Spaulding, Jim Clemmons, John Crosby, Lisa Dolan, Wilson Thomas, you should do the following:

a. Discuss the primary problem impacting each employee’s job performance. Also discuss any additional issues you feel may impact the employee’s job performance.

Be sure you use the motivational theories from part I to describe the motivational problem each employee appears to have. They discuss how you may better motivate each employee using the theories from part I.

b. Discuss what actions you have taken for each employee to resolve the problem.

1. This will include discussion of motivational and leadership techniques you have learned about in your text, on the CD and in class.

2. Describe the specific actions for each employee.  What action you took.  Why you took this action  What were the anticipated results from the action.

c. What were the actual results of each action taken  Did your action meet your expectation?  If not, what did you do next?

d. End results for each employee:  How did the case end? What was the resolution to the problem?

Please note: You should do a. through d. for each employee.

See notes to students on back page.

Turn Page Over Notes to Students:

1. This report is to be professionally prepared using the following format

a. Double Spaced b. 12 Point Times Roman font c. 1 inch margins d. Cover page should show the title for the project and should have the group members listed alphabetically. e. Page numbers are to be centered and at the bottom of each page except the cover page. The cover page should have no page number on it. f. For each employee case, prepare a cover sheet with their name on it that separates it from the other employee cases. g. Avoid the use of bullet points. Write it out fully. h. Avoid the use of abbreviations that are not commonly known. i. Avoid defining terms your instructor already knows. For example, you don’t need to define “market share.” All of us in marketing know what this means so you don’t need to tell me it’s “the firm’s sales divided by industry sales.” j. This written report should be written using professional language. It should be prepared to be grammatically correct with no spelling errors. k. Staple your report in the upper left hand corner. There is a large (it will staple up to 50 pages) stapler in the mailroom by Holman 320. Ask the secretary to help you find it and staple your document. If a staple will not work, use a small binder clip. Do not use a report cover. l. Use a high quality printer. I recommend a laser printer because the ink does not smudge. Smudged ink from your inkjet printer is not professional and will cost you points. m. No hand written corrections! If you find a mistake do it over. n. Start now! Don’t wait until the last minute to do this paper. o. Papers deviating from this format will be docked points according to the severity of the violation. p. Late papers will not be accepted.

2. Report length:

a. Not to exceed 50 double spaced pages.

3. Team Size – You may have up to 5 people in your group.

4. Reports are due no later than 4:00 pm on April 30, 2004.