INCIDENT ANALYSIS GARY NELSON Gary Nelson, supervisor of a small sales department, noticed that one of his industrial sales representatives, Joey Hunter, had a problem. Among other signs, Hunter's...

Answer questions 1 & 2

Extracted text: INCIDENT ANALYSIS GARY NELSON Gary Nelson, supervisor of a small sales department, noticed that one of his industrial sales representatives, Joey Hunter, had a problem. Among other signs, Hunter's sales had declined in the last six months, although most other sales representatives regularly were exceeding their quotas. Nelson decided to try to boost his sales representative's performance by reminding him of the many opportunities for satisfaction in a sales job. Nelson explained his actions as follows: I pointed out that in his customer's eyes he alone is the company. He could help his customer. He could show his ability and knowledge to many types of people. He has the opportunity through his own efforts to help many types of people. He could support the people who make our products, to reward the stockholders, and to control his financial retum through his own know-how. He has the opportunity of testing his creative ideas, with immediate feedback about their value. He could meet constantly changing conditions, so there is no boredom in his job. There is no quicker way to achieve personal satisfaction than sales work. Questions : 1. Comment on Nelson's approach in dealing with his sales representative. 2. Suggest approaches for increasing Hunter's a. Job satisfaction b. Job performance c. Job involvement d. Organizational commitment