Assignment 2: Joe Salatino

In: Business and Management

Submitted By keldanye74
Words 1426
Pages 6
Joe Salatino, President of Great Northern American Case Study
Professor John Mitchell
Lithonia Campus
BUS 520 – Organization and Leadership
November 6, 2012
Strayer University

Abstract

This paper will discuss the importance of perceptions and attributions. Within the paper, I will discuss what learning theory is most beneficial for the employees of Great Northern American. I will also present ways on how the social learning theory can be applied to aid in employee performance. Finally, I will discuss how Joe Salatino can leverage self-efficacy for hiring new people.

Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Joe’s employees understand that they are being measured by the amount of sales they make. Their success is primarily driven by establishing meaningful relationships with their customers. Whether a salesperson is meeting with a customer in person or speaking to them over the phone, perception is everything. Perception is the process by which an individual selects, organizes, interprets, and responds to information. Developing a perception with the customer that they are knowledgeable of the product and trustworthy is very important. The customer must be comfortable with the salesperson. Once the comfort level is developed, the salesperson can use contrast influence the customer’s perception. By leading with a more expensive product, the item that they are really trying to sell will seem less expensive. It gives the illusion that they are getting a great deal. On the other hand, it the salesperson leads with a least expensive product, any item they are trying to sell will seem out of their price range.
Attribution is how a person understands the causes of their own and others behavior. If a customer has a bad experience with a product or service, their…...

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