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Motivating Sales Personnel, Kel T. Denker

Theses

The purpose of this study is to develop a reference manual for managers to examine on a periodic basis and refresh their memories about the motivational process and its importance in the field of sales.

Research has shown that individuals are motivated differently to achieve specific goals and those who are positively motivated definitely out perform those who are not. In the field of sales, this is extremely important. This project illustrates motivational theory, personality types, a managers role, a sales persons role, and a variety of different motivational techniques.

This project is not intended to teach managers how to …

Working With Your Employees To Move Through Change Using Communication And Motivation: A Case Study, David G. Buck

Theses

This thesis focuses on effecting change in a government agency by the use of communication, motivation through incentives, and other management tools.

The United States Army Reserve Personnel Center (ARPERCEN) manages, trains, and mobilizes Army personnel. Its largest directorate is the Personnel Records Management Directorate, which houses the Accessions Division. At least 200,000 hard-copy personnel records pass through the Division for verification and processing in a typical year.

Eighty percent of hard-copy records transferred to ARPERCEN were also transferred electronically; however all were band-processed as if new. This entire accessioning process was redundant and inefficient.

Change was coming. The Reserve …

Motivating And Leading Today's Workforce, Janet Brown-Mitchell

Theses

This thesis will focus on the study of motivation tactics used by American companies in reaching their two most important goals - goals which are one, to grow and expand by increasing profits and two, to stay in business.

Organizations are finding that they cannot survive and prosper merely by laying off employees and restructuring . Events are unraveling at a dramatic pace, and businesses are no longer able to compete globally.

Companies must begin to think long term if they are to meet their goals. Downsizing and restructuring are resulting in poor employee morale, and reduction of quality in …

Employee Motivation: What Works, What Doesn't, Michelle A. Koenig

Theses

Corporate America has seen a multitude of changes in the last century, but the change with the greatest impact is that of the employees. In the 'old' days, it was an employer's market. Employees felt lucky just to have a job. Companies did not spend time or money worrying about whether or not their employees were happy or motivated. The majority of jobs required manual labor and little or no education. This made replacing an unhappy or unmotivated worker much easier. In addition, there weren't as many U.S. or foreign companies competing for employees.

In today's competitive market, hiring and …