Salesforce at Wheelworks

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Frank Howard
MGT301 Organizational Behavior
Seminar 3
Homework Assignment 1: Motivating the Sales force at Wheelworks

What is motivation? In general, what is the relationship between job performance, motivation, ability and environment? What are the relationships among these factors at Wheelworks? Motivation is the set of forces that leads people to behave in particular ways. Performance equals motivation plus ability plus environment. As stated on page 90 (Griffin & Moorhead), to reach high levels of performance, an employee must want to do the job well (motivation), must be able to do the job effectively (ability), and must have the materials, resources, equipment, and information required to do the job (environment). At Wheelworks all the employees are motivated by their knowledge of biking, their love of biking, and they have the ability and environment to share their passion with others, as well as to teach and train others the proper way to utilize biking to their advantage.

What is Maslow’s hierarchy of needs? Discuss each of the five levels as it might apply to the salespeople at Wheelworks.
Maslow’s hierarchy of needs are broken up into five categories: (page 93 Griffin & Moorhead)
Self-Actualization Needs
Esteem Needs
Belongingness Needs
Security Needs
Physiological Needs
These five needs are broken up into two groups. The top two are growth needs, because they focus on personal growth and development, the bottom three are deficiency needs, because they must be satisfied for the individual to be fundamentally comfortable.

Selling bikes to customers is a sign of achievement, which is as self-actualization need.
Having the title of Sales Woman is a status, which is an esteem need. Working together to ensure customer’s needs are met is a friendship or work group, which is a belongingness need. Knowing that the workers have benefits and insurance and bonuses are given is stability, which is a security...
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