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Business 10th Edition by Ferrell,Geoffrey Hirt,Linda Ferrell
Edition 10ISBN: 978-1259179396Business 10th Edition by Ferrell,Geoffrey Hirt,Linda Ferrell
Edition 10ISBN: 978-1259179396 Exercise 11
Motivating to Win
Eagle Pharmaceutical has long been recognized for its innovative techniques for motivating its salesforce. It features the salesperson who has been the most successful during the previous quarter in the company newsletter, "Touchdown." The salesperson also receives a football jersey, a plaque, and $1,000 worth of Eagle stock. Eagle's "Superbowl Club" is for employees who reach or exceed their sales goal, and a "Heisman Award," which includes a trip to the Caribbean, is given annually to the top 20 salespeople in terms of goal achievement.
Eagle employs a video conference hookup between the honored salesperson and four regional sales managers to capture some of the successful tactics and strategies the winning salesperson uses to succeed. The managers summarize these ideas and pass them along to the salespeople they manage. Sales managers feel strongly that programs such as this are important and that, by sharing strategies and tactics with one another, they can be a successful team.
What is the value of getting employees to compete against a goal instead of against one another?
Eagle Pharmaceutical has long been recognized for its innovative techniques for motivating its salesforce. It features the salesperson who has been the most successful during the previous quarter in the company newsletter, "Touchdown." The salesperson also receives a football jersey, a plaque, and $1,000 worth of Eagle stock. Eagle's "Superbowl Club" is for employees who reach or exceed their sales goal, and a "Heisman Award," which includes a trip to the Caribbean, is given annually to the top 20 salespeople in terms of goal achievement.
Eagle employs a video conference hookup between the honored salesperson and four regional sales managers to capture some of the successful tactics and strategies the winning salesperson uses to succeed. The managers summarize these ideas and pass them along to the salespeople they manage. Sales managers feel strongly that programs such as this are important and that, by sharing strategies and tactics with one another, they can be a successful team.
What is the value of getting employees to compete against a goal instead of against one another?
Explanation
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If the employees are competing against a...
Business 10th Edition by Ferrell,Geoffrey Hirt,Linda Ferrell
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