Question $5(1$ point$)$

As a manager, you meet with each of your team members quarterly to review their

progress toward their written and agreed$-$upon goals. One of your employees, Claire,

had a goal of increasing sales in her territory by $10\%$ in the first quarter of the year.

However, when you review Claire's sales numbers, you see that her sales have

actually gone down. You know that Claire is a hard worker and has an excellent

relationship with her customers. When you sit down to discuss Claire's performance,

she explains what is happening in her territory. A major automobile manufacturer,

which once provided $25,000$ jobs, has moved its operations to Mexico and laid off all

$25,000$ of its workers. As a result, the economy in Claire's region has become quite

depressed, and the residents are living off their savings. Taking the steps of the

planning$/$control cycle into account, what is your best course of action with Claire?

Arrange for Claire to take a refresher course on sales methods.

Transfer Claire to another territory and replace her with another sales rep who is

new to the company and therefore "hungry."

Put Claire on "probation," explaining that she will be terminated if her

performance does not improve in the next quarter.

Terminate Claire's employment with the company.

Recognize the economic reality of Claire's territory and change her goals to make

them ambitious but realistic.