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How to Motivate Fred Maiorino?
You may or may not agree with Schering-Plough's actions to terminate Fred because he was a recalcitrant, "over the hill" salesman who was not performing up to their standards. They claimed that they made an effort to help him get higher numbers. Analyze what Schering-Plough and Jim Reed did to motivate Fred, why it did or did not work, etc. In this "Analysis" section, discuss as many important motivation-related issues as you can so that you a thorough analysis. Also, make sure that you include as much reference support as possible in order to back up your discussion. In a separate section entitled "Recommendations", I would also like you to recommend some other things that the company and Jim Reed could have done to increase Fred's motivation. Be thorough in your discussion and provide reference support for your recommendations.
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