Case 10

Mr. Narciso Cortes was hired five years ago as a salesclerk by Indiana Sales. He has performed well in this role. The branch manager is considering promoting Mr. Cortes to be the sales supervisor as the current supervisor will become the new branch manager. However, since announcing the promotion, Mr. Cortes' performance has declined - he has made mistakes, missed days of work, and become easily irritated with customers. The branch manager is unsure whether to still give Mr. Cortes the promotion.

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Case 10

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CASE 10.

INDIANA SALES: Skyline Pigeon

Chapter 10 Motivating

Five years ago, Mr. Narciso Cortes was hired as salesclerk by Indiana Sales, a firm engaged in
retailing and financing motorcycle sales. He was the first employee recruited by the newly
assigned manager of Santiago City branch. When Mr. Cortes was hired, the branch was only

one week old. Within five years, the branch had a full complement of twenty persons
including the branch manager, a cashier, a credit and collection supervisor, a sales
supervisor, and a parts

and service supervisor.

Mr. Cortes' record as salesclerk was commendable and the branch manager was

considering him for promotion as sales supervisor. The salesclerk's job consisted of
entertaining

inquiries from prospective customers. If a sale is made, he prepares the various documents

required including the deed of sale, invoice, and receipt. The sales supervisor, on the other
hand, was responsible for overseeing the activities of the salesclerk, the utility boy, the
driver, the records clerk, the documents clerk, and the stock clerk. Oftentimes, the sales
supervisor had to leave office at 8:00 PM. due to the requirements of the job.

Mr. Cortes indicated to the branch manager that he was happy with his job as salesclerk and
he did not aspire to have a bigger responsibility. The branch manager, however, was very
insistent, and he informed Mr. Cortes that the following month, he would be replacing the
current sales supervisor who was going to be promoted as branch manager and assigned to
another area. Since the announcement of the impending promotion, Mr. Cortes' behavior
began to change. Although the reports he previously prepared had been error-free, the ones
he was

currently accomplishing were filled with some mistakes in computation. His perfect
attendance

record was now marked with a few absences. He easily got irritated when customers asked a

lot of questions.

The branch manager is perplexed and is now pondering on the wisdom of pushing through
with the promotion of Mr. Cortes.

Learning Assessment

1. Assess the situation and describe what factor/s of motivation is not innate with Mr.

Cortes.

2. Which motivational theory do you think is appropriate for Mr. Cortes? 3. Devise a plan or
strategy to motivate Mr. Cortes to accept additional responsibility and perform as expected.