When hiring telemarketing individuals, he looks for individuals with who have excellent communications skills , are respectful of customers’ points of view, have an .upbeat” attitude, and are highly self-motivated. Salathm also knows that customers rarely show gratitude and his telemarketers must take personal credit for the positive results as well as blame when things go bad. Finally, Salatino looks for people who recognize their own strengths and limitations and who thrive on taking the initiative without being told what to do all the time.
1. What kind of rcinforcers does Salatino use to motivate his salespeople?
2. What kind of reinforcement schedule is used by Great Northern American to pay salespeople?
3. If you were Salado°, how might the concept of self-efficacy help you hire successful salespeople?
