QUESTION 4

Eureka Co. - Managing Personal Selling

Eureka Co. is into marketing and selling construction materials for real estate developers. The company has witnessed a gradual decline in the performance of its sales force since a top sales manager left the company for another position. While the new sales manager is well-educated and extremely knowledgeable about the materials that they sell, the sales force is not inspired by the management style of the new manager.

Questions:

14a. Using the concepts of sales force motivation, job satisfaction, and role perceptions, describe 3 possible reasons why the salespeople's performance may have declined at Eureka. (5 points)

14b. Recommend and describe two (2 ) strategies that Eureka could adopt to improve the effectiveness and productivity of their sales force. (5 points)