QUESTIONS

1. You have recently been appointed sales manager of a company selling abrasives to

the motor trade. Sales are declining and you believe that a major factor causing this

decline is a lack of motivation among your sales-force. At present they are paid a

straight salary, the size of which depends on length of service. With an appropriate

theory, discuss how you would approach this situation. [Six pages minimum with

relevant references].

2. “Quantitative measures of the performance of sales representatives are more likely to

mislead than guide evaluation.” Do you agree with this statement? Give reasons in

support of your viewpoint. [Five pages minimum with relevant references].

For: Ten students in a group

Deadline: 25/9/19
Time: Before 3pm