Instructions: Learn the Case for Vital Assessment “Lauren’s Balancing Act” at the finish of Chapter 12. Reply the following questions:
1. What do you see as the benefits and disadvantages of the incentive system that DeMarco’s is utilizing for gross sales associates? What impression do you suppose it’s having on the DeMarco’s tradition? Clarify.
2. Do you suppose the complaints of lower-paid gross sales associates are respectable? Why? How do you counsel Lauren reply to those complaints, similar to the gripe that the system provides few alternatives for big commissions in some departments?
three. Have the successes of gross sales associates similar to Katherine or Damien created a state of affairs by which loyalty to clients is stronger than loyalty to the retailer? For instance, if a profitable affiliate leaves DeMarco’s, may the buyer depart additionally?
four. What do you suppose DeMarco’s ought to do to encourage workers and preserve the cooperation tradition of the retailer alive and how ought to DeMarco’s implement it?
