ASU Sales Training and Job Satisfaction Article Questions
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Read the article attached in the files below
Then answer the questions below:
- According to Herzberg’s motivation-hygiene theory, would we consider sales commission and/or job training to be a motivating factor? Why or why not?
- Using Locke’s argument for the limitations of motivation-hygiene theory, explain whether this study fully addresses the answers sought (hint: is there any recognition of performance in comparison to values and does there need to be to address the question)?
- Who are the participants in the study? In answering this question, identify who was targeted, how many people participated (returned useable surveys) and the demographics of the sample.
- How is sales training occurring in sport? Describe how much training is occurring (number of hours), when the training is occurring (before sales, during employment, etc.), and whether the training was rated highly or not.
- Place yourself in the position of a sales manager and develop a training program to assist new sales people (those with little or no experience prior to the job) to guide new employees. What are the benefits of such a training program based on the discussion in the study? (This is an extensive part of this assignment and your answer here should provide an outline of a training program and connection to the course material. Be sure to cite the course material or other material that you use).
- What were the findings of the study in relation to training and job satisfaction? What does this tell you as a future manager of employees (think specifically of managing sales employees as we cannot generalize this work to other positions at this time)?
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