PLEASE HELP ANSWER ALL 3 QUESTIONS! I WILL GIVE THUMBS UP AND REVIEW! THANK YOU! :)

CASE 10.2: CONTOUR PLASTICS Background Contour Plastics produces custom molded plastic parts for use by other manufacturers as components in producing automobiles and trucks, household tools and small appliances, and children's toys. Based in Dallas, Contour has been in business for over 30 years and is recognized as a leader in the industry. The company does business throughout North America and employs 360 salespeople. Its sales organization consists of three regions with four districts in each region. 439 There are three regional sales managers and 12 district sales managers. Last year, Ralph Smith was promoted to district sales manager at Contour Plastics. He had been a salesperson with a competing firm for five years prior to joining Contour two years ago. Ralph was dissatisfied with the work environment at his previous employer, so when he arrived at Contour, he was eager to take on new challenges with a company he viewed as progressive. Current Situation As Ralph reflected on his first year as district sales manager, he was concerned. His district had experienced higher-than-expected turnover among his salespeople during the year, and he was puzzled. In his opinion, Contour offered excellent pay and benefits, a cooperative work environment, a challenging and rewarding job, strong company support, and opportunity for promotion. Although Ralph was very satisfied at Contour, he began to believe that his salespeople might not be as happy. As a salesperson, he had noticed that dissatisfied colleagues' job performance often suffered. However, his salespeople's performance on the whole was not significantly down. Like many salesforces, his salespeople's performances ranged from less than average to outstanding. Nevertheless, he knew the importance of being satisfied. It was job dissatisfaction that led to his departure from his previous job. In an attempt to measure the level of job satisfaction among his salespeople, Ralph administered INDSALES to his salesforce. When the results were tabulated, he was surprised to find several areas in which salespeople expressed dissatisfaction. Salespeople seemed to be dissatisfied with their pay, thinking that it was low in comparison with what others were getting for similar work in other companies. Much to his dismay, Ralph's salespeople seemed to be dissatisfied with him. They thought that he did not attempt to solicit their ideas about things and did not live up to his promises. Salespeople also expressed their dissatisfaction with the promotion policy, believing that it was unfair. They did not think that promotion was based on ability. Although Ralph was satisfied with the company's training program, his salespeople were not. Finally, salespeople did not believe they were receiving adequate support from the home office. Although Ralph was surprised and disappointed at the level of dissatisfaction among his salespeople, he was glad he took steps to analyze their job satisfaction. He was eager to take steps to bring about greater satisfaction, Ralph decided to draw up plans for improving satisfaction and present them to his boss at their meeting scheduled for next week. Questions 1. What steps can Ralph take to increase the level of satisfaction among his salespeople? 2. Rather than examining overall salesforce job satisfaction, what might be a more useful approach to examining salesforce job satisfaction with INDSALES? 440 What do you perceive the relationship to be between job satisfaction and Vturnover at Contour