1. What kind of reinforcers does Salatino use to motivate his salespeople?

2. What kind of reinforcement schedule is used by Great Northern American to pay salespeople?

3. If you were Salatino, how might the concept of self efficacy help you hire successful salespeople?

MINI CASE 

As president of Great Northern American, Joe Salatino gauges the success of this 35-year-old company by the amount of money he pays employees. The firm’s salespeople will sell more than $20 million in office, promotional, art-sand- crafts, and computer supplies to more than 60,000 businesses around the country this year. Great Northern American sells more than 7 million yards of packaging tape, 8 million paper clips, and 11 million BIC and Papermate pens and pencils bearing customer logos, along with about 12,000 other products, each year. The head of this Dallas-based telemarketing company believes that spending money on commissions and bonuses is necessary to keep his 30-person sales force motivated, especially in the face of stiff competition from Internet users.