The case study of Joe Salatino, President of Great Northern American, enlightens the success process of the organization. It highlights the measures and processes that Salatino adopted to motivate his employees in order to enhance the achievements of Great Northern American…
As the discussion highlights understanding the perception of people is essentially important. The role that perception of a customer plays in a business transaction is very much significant for the growth of the organization, as it is due to the perception of an individual which affects the outcomes of the conclusion that an individual draws on a particular good, product or service. In the case study of Joe Salatino, the President of Great Northern American, it is evident that the understanding of the perception of the customers is essentially important for the employees working in Joe’s firm. As it is acknowledged before, the firm of Joe Salatino is a marketing firm that deals with selling and providing goods and services to more than 60,000 customers and offices in the United States of America. The firm is comprised of 30 sales team employees, who work efficiently towards achieving the major goals of the organization, Great Northern American. Due to the still completion in the market from the competitors of the firm, it is important that the employees realize the needs and wants of the product and services that the firm delivers. Customer of the firm derives the perception about the product from the way an employee projects the product to them. When employees of the firm are able to effectively understand the way of thinking of the customer, then they stand a chance to control the customer’s perception and, accordingly, deviate from the process of conclusions made by the customers to benefit the growth process of the organization. It is important to procure different ways to understand the thinking of the customers. Active, attentive listening, which implies listening to the customer and also proving adequate response to their queries, effectively helps in understanding a person’s thinking and judging their perception. ...
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(Joe Salatino, President of Great Northern American Case Study - 1)
“Joe Salatino, President of Great Northern American Case Study - 1”, n.d. https://studentshare.net/social-science/502075-joe-salatino-president-of-great-northern-american-case-study.
Social perception can be defined as the procedure of selecting and understanding of the information regarding how an individual views others as well as oneself. Since information regarding the people is often subjective by its nature and open to explanation, the behavior of an individual is based upon what reality is rather than the reality itself.
He could ask a couple of top salespeople to explain how they foster intimacy with a customer by subscribing to their hometown newspapers so they can talk like a hometown friend instead of being perceived as an outsider. This strategy removes any sense of threat and response of resistance from customers, and fosters trust and therefore loyalty.
It portrays the fact that in spite of having a sales force of 30 employees, Salatino was still able to achieve success and effectively compete with its competitors. Why Joe’s employees need to understand the importance of how people form perceptions and make attributions?
The powerful workforce that the company owns is a key factor that has contributed to the success. Apart from exceptional pay, motivation of the salespeople has proved a decisive factor in maintaining a dedicated sales force. Individuals are unique, and everyone has a distinctive way of understanding and perceiving different things.
Currently, the company pays attractive salaries to its employees as they are highly efficient to close sales quickly and effectively. From the case study, it is obvious that the company’s employees give great emphasis on forming solid relationship with their customers.
His sales group is increasingly motivated a d self-motivated. They encourage their thirty individuals’ sales team with bonuses and commission. The prosperity of the organization has been due to the job quality and devotion of their workers. Joe’s workers trace their individual achievements to four key aspects, which include ability, difficulty of task, effort and fortune.
He also succeeded in the conversion of numerous Americans who eventually adopted his ideology of conservative politics. Throughout the 1980 period, Reagan masterminded the recovery of an economy propelled primarily through inordinate bull markets on Wall Street (Dunn 62).
Abraham Lincoln (1809–1865), served as the sixteenth President of the United States of America from 1861-1865. His rise, from the humblest of beginnings to the highest office of the land, is a beacon of exemplary achievement. Lincoln presided at the helm of affairs at the crucial period when the Union was threatened by fragmentation.
Joe must have a clear view of the value of self-efficacy to ensure that he hires the most successful sales people. Primarily, Joe should assess whether an employee has the ability to keep personal contact with his customers since salesman-customer relationship can have a great influence on a telemarketing company.