Reference no: EM132966649
INDIANA SALES: Skyline Pigeon
Five years ago, Mr. Narciso Cortes was hired as salesclerk by Indiana Sales, a firm engaged in retailing and financing motorcycle sales. He was the first employee recruited by the newly assigned manager of Santiago City branch When Mr Cortes was hired, the branch was only one week old.
Within five years, the branch had a full complement of twenty persons including the branch manager a cashier, a credit and collection supervisor, a sales supervisor and a parts and service supervisor.
Mr. Cortes record as salesclerk was commendable and the branch manager was considering him for promotion as sales supervisor. The salesclerk's job consisted of entertaining inquiries from prospective customers. If a sale is made he prepares the various documents required including the deed of sale, invoice and receipt.
The sales supervisor, on the other hand, was responsible for overseeing the activities of the salesclerk, the utility boy, the driver, the records clerk, the documents clerk, and the stock deck. Oftentimes, the sales supervisor had to leave office at 8:00 PM due to the requirements of the job.
Mr. Cortes indicated to the branch manager that he was happy with his job as salesclerk and he did not aspire to have a bigger responsibility. The branch manager however, was very insistent, and he informed Mr. Cortes that the following month, he would be replacing the current sales supervisor who was going to be promoted as branch manager and assigned to another area.
Since the announcement of the impending promotion, Mr Cortes behavior began to change. Although the reports he previously prepared had been error-free the ones he was currently accomplishing were filled with some mistakes in computation. His perfect attendance record was now marked with a few absences. He easily got irritated when customers asked a lot of questions
The branch manager is perplexed and is now pondering on the wisdom of pushing through with the promotion of Mr. Cortes
Learning Assessment
1. Assess the situation and describe what factor/s of motivation is not innate with Mr Cortes.
2. Which motivational theory do you think is appropriate for Mr Cortes?
3. Devise a plan or strategy to motivate Mr Cortes to accept additional responsibility and perform as expected.
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