Answer Essay

2068 Words Apr 11th, 2014 9 Pages
Running Head: JOE SALATINO

Joe Salatino, President of Great Northern American Case Study

The case study of Joe Salatino, President of Great Northern American, enlightens the success process of the organization. It highlights the measures and processes that Salatino adopted to motivate his employees in order to enhance the achievements of Great Northern American. It portrays the fact that in spite of having a sales force of 30 employees, Salatino was still able to achieve success and effectively compete with its competitors.
Why Joe’s employees need to understand the importance of how people form perceptions and make attributions?
Perception is a process which involves the recognition and interpretation of stimuli which register
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Customer of the firm derives the perception about the product from the way an employee projects the product to them. When employees of the firm are able to effectively understand the way of thinking of the customer, then they stand a chance to control the customer’s perception and, accordingly, deviate from the process of conclusions made by the customers to benefit the growth process of the organization. It is important to procure different ways to understand the thinking of the customers. Active, attentive listening, which implies listening to the customer and also proving adequate response to their queries, effectively helps in understanding a person’s thinking and judging their perception. It is important that the employees of the Great Northern American organization show the desire to relate and understand the person by portraying the acceptance of his feelings. Providing adequate and important information to the customers is also effective, irrespective of the fact whether the customer will use it or not, as it helps in extracting information from the concerned customer as well. This helps in understanding the customer’s point of view and aids in predicting the customer’s perception about a particular product (Cell, 1984, p. 191). Analyzing and effectively implementing the customer perception in product market is essential for the employees of the firm as it will not only lead to the revenue growth of the firm but also result in

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