Approach of Barry Niland in dealing with his sales representative, Henry Hunter: Barry Niland has tried to address the job satisfaction and job performance issues of Henry Hunter by pointing out that
1) A sales representative represents the entire company to the customer 2) A sales representative has the opportunity to help the customer. 3) A sales representative has the opportunity to show his ability and knowledge to people. 4) A sales representative has the opportunity to help people through his own efforts. 5) A sales representative has the opportunity to support people making the products, reward stockholders and control his earnings through this knowledge. 6) A sales representative has the opportunity to test creative ideas and get feedback about their value. 7) A sales representative has the opportunity to face fresh challenges in a constantly changing working environment. Hence, his work doesn’t get monotonous and boring. For addressing the issues of job satisfaction and job performance, various parameters which need to be taken care of are:
1) Attitude
2) Ability
3) Opportunity
4) Values
5) Perception
6) Motivation
Barry Niland worked only on the motivational aspect of the issues in hand. He should have asked Hunter whether he is satisfied with his co-workers i.e. whether he likes people he works with. He should have asked Hunter whether he is satisfied with his supervisor i.e. Niland himself to check whether any interpersonal problem exists between those two. He should have asked Hunter whether he is satisfied with his current position as a sales representative i.e. whether Hunter feels he deserves a promotion. He should have asked Hunter whether he is satisfied with his current pay i.e. whether Hunter feels he isn’t getting adequately compensated for the amount of work.
