1. Relate the motivation techniques described in the case to those covered in this chapter. What have you tried already? What do you think should still be tried?
2. How is it different trying to motivate people who work directly for you compared to those who work for someone else (as in the situation with the store employees in the case)?

3. Explain the role that the retail store manager plays in motivating these retail employees. What can you do to encourage more support from the managers?

4. As a follow-up to this case, you started offering financial incentives (bonuses) to employees that met the desired sales increase. Discuss the pros and cons of using incentives to increase sales.

You are the newest sales representative for Construction Products, Inc., that sells construction products to various retail and wholesale markets across the United States. A typical work day for you involves stopping at numerous stores and talking with general managers while visiting the retail stores to view how products are marketed and displayed. On these visits, you, as the sales rep, try to increase wholesale orders by improving the sales of construction products. Most territories are responsible for about 50 retail stores and about a dozen wholesale accounts.