One of the three groups is special materials group. Under Special Materials group, the Composite Materials division is headed by, division sales manager John Woods. Sales manager Don Mann leads in Composite Materials division.

Mary Eliot is a sales representative in Composite Materials division. Eliot has been very successful during the passed year. She was handling with one of the biggest account. Eliot has developed a computer database of information on every customer in all of the divisions’ sales territories. After her success she expected a promotion together with the sales award and bonus she was given. Unfortunately senior management thought that she is not good enough for sales manager position and they did not promote her. To his extend she gave her resignation.

In yearly task force meeting Don Mann putted forward how to motivate sales people who wish to remain in sales but not enough to become a sales manager.

§ All sales managers are considered equally even their sales volumes are not equal.

If still there occurs the same problem as like Mary there should be motivating programs developed. Because the self-actualization need of successful, but not enough to be promoted to a higher position, sales people there can be provided advanced trainings about interpersonal skills and other topics of the sales person is lack of or assignments to special projects with more responsibility and authority.

McGee could; first evaluate current sales people with their performance and experience. The less experienced and new sales people who are not completed the first year and the basic training programs can be appointed as “Junior Sales Representative”. Smaller accounts can be assigned to them. The grading for junior sales representatives can be between 3-6 ranking. The sales people that are more experienced than Juniors but not able to handle with bigger accounts yet, can be appointed as “Sales Representative”. The grading for Sales Representatives can be between 6-10 ranking. The ones those are most experienced, with coaching and ability to handle with big accounts, solving problems and ability to create new territories can be assigned as “Senior Sales Representative”. The biggest and most problematic accounts can be given in to their responsibility. The grading for “Senior Sales Representatives” can be graded between 10-14 ranking. All of them could be trained according to the lacking skills. After all going through these steps, each of the sales person will be trained and carried out the skills that a director should have only within a small team. They would also have time to improve and show their selves when it comes the point that a senior sales representative is that much successful to be promoted, there would have enough qualifications to promote.

Some topics in this essay:
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