Motivating and Managing Salespeople: Analysis of Schering-Plough's Actions and Dick Spencer Case

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 complete 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. Include the full citations for all of your references on your Reference page at the end of your analysis, following the APA Guidelines that I provided you in “Course Materials”. You will be evaluated in accordance with the grading rubric provided at the end of this document. Submit this assignment to the Case 1 “Assignment Submission Folder”.

Read the Dick Spencer case. In your main “Analysis” section, be sure to identify the main factors contributing to: (1) Spencer’s success as a salesperson and (2) his tribulations as a manager. Explain how each of these factors led to either his success as a salesman or his failure as a manager. The factors you address and your explanations need to be supported with references. The more references you use, the better. In a separate section entitled “Recommendations”, I would also like you to address the siding department incident specifically. What decisions could Dick have made and what actions could he have taken to avoid this incident and effectively deal with the problems that resulted from this incident (i.e., recommendations)? Use plenty of references for support for this section as well. Include the full citations for all of your references on your Reference page at the end of your analysis, following the APA Guidelines that I provided you in “Course Materials”. You will be evaluated in accordance with the grading rubric provided at the end of this document. Submit this assignment to the Case 2 “Assignment Submission Folder”