1. Start with Chapter 14 Management Skills Application Exercises #3 (Links to an external site.) , you will respond to both situations, but not as the item lays out. Read both a and b. Think about the motivational issues. Do not violate any HR laws. Now, for each situation, tell me what you would say in that memo, if you wrote it. And, explain what motivational theory that response aligns to.

(exercise 3) Assume the role of sales manager, and write a memo to two of your reports that have the following situations and job performance.

1. Employee 1: Shawn is a onetime stellar performer. They were twice the top performing salesperson in the company in the past decade. In the past year, Shawn has missed goal by 4 percent. Shawn recently became the parent to twins and says that the reason for missing goal this year was due to the territory being saturated with product from previous years.
2. Employee 2: Soo Kim is an energetic salesperson who is putting in long hours and producing detailed sales reports, but their performance on the sales side has not met expectations. When you examine the customer feedback page on your website, you notice that they have five times as many positive reviews and glowing comments about Soo Kim.