Cassidy Computer Systems Has Witnessed a Gradual Decline in the Performance

question 46

Essay

Cassidy Computer Systems has witnessed a gradual decline in the performance of its sales force since a key sales manager left the company for another position. While well-educated and extremely knowledgeable about the computers that they sell, the sales force is not inspired by the management style of their new superior. Using the concepts of sales force motivation, job satisfaction, and role perceptions, describe why salesperson performance may have declined at Cassidy. Recommend a strategy that Cassidy could adopt to improve the effectiveness and productivity of their sales force.

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Definitions:

Severe Stress

An excessive level of stress that can lead to physical and psychological health problems, often resulting from significant life changes or challenges.

Buffer

A solution that resists changes in pH when acids or bases are added to it, or a person or thing that reduces the effect of a shock or disturbance.

Shared Activities

Tasks or leisure pursuits undertaken together by individuals, fostering social bonds and collaborative skills.

Joint Attention

A social-communication skill in which two people use gestures and gaze to share focus on an object or activity.