MEDINA FOUNDATION COLLEGE

Sapang Dalaga, Misamis Occidental

RONNEL P. LAROT
Student

MRS. MILDRED DAGOHOY

Instructor
CASE STUDY
Barry Niland, supervisor of a small sales department, noticed that one of his
industrial sales representatives, Henry 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. Niland decided to
try to boost his sales representative's performance by reminding him of the
many opportunities for satisfaction in a sales job.
Niland explained his actions as follows:
"I pointed out that in his customer's eye he alone is the company. He has the
opportunity to help his customer' He has the opportunity to 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 has the opportunity to support
the people who make our products, to reward the stockholders, and to control
his financial return through his own know-how. He has the opportunity of
testing his creative ideas, with immediate feedback about their value. He has
the opportunity to 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:
a) Comment on Niland's approach in dealing with his sales representative.
b) Suggest approaches for increasing Hunter's :
i. Job satisfaction
ii. Job Performance
iii. Job involvement
ANSWERS:
a) Niland addressed job satisfaction issue by doing the following things:

 Sales person represents the company and is the face of the

company.
Opportunity to help customers and many other people
Niland has tried to motivate Hunter by giving him motivation and
excitement related to his jobs and the opportunity which is attached
to his job profile .He is also giving him a lot of confidence by
encouraging him to experiment with his ideas and how he can be
instrumental in adding value to the company, the shareholders and to
his personal growth as well.
Niland's approach in dealing with his representatives is quite impressive
in terms of his value in the company, work and professional growth. He
indeed provides clear ideas on the contribution beneficial for the
company and self-achievement.
b) I. Job satisfaction.
Learn to love the job. Focused on the products, sales and mainly
consider costumer's satisfaction.
II. Job performance.
Maintain a strong determination. Every day is a challenge that turns I to
an opportunity to prove oneself as an achiever.
III. Job involvement.
Contribute an effort and accomplish every sales with passion, enjoying
each services. Manage to correct each failures and self-monitoring.