Joe Salatino, President of Great Northern American Case Study
By Amarech Argaw
Dr. Schaefer, Thomas
BUS-520
July 29, 2012

Abstract
All businesses and organizations desire is to gain competitive advantage in a market where there are a large number of buyers and sellers. To win the competitive market, they have to differentiate themselves from others. Leaders of all organizations do recognize their responsibility to fulfill this intend. They develop and implement various business strategies to improve production and maximize profit. As any human being, leaders are not all the same nor could they agree with ideas of others. Their background, beliefs, values, personalities, characters…etc contributes to their idea of success. Employee motivation and customer satisfaction are the most common important focus areas for any business development. Joe Salatino, president of Great Northern American, believes the success of his 35 year old company is the result of the amount of money he pays employees (Hellriegel & Slocum Jr., 2011).

Joe Salatino, President of Great Northern American Case Study The Great Northern American is a Dallas-based telemarketing company. The salespeople sell more than 20 million dollars in office, promotional, arts and crafts, and computer supplies to 60,000 businesses around the country, which includes particularly packaging tape, paper clips, pens, and pencils. Many of his salespeople earn more than $60,000 a year, and top producers earn more than $ 100,000. Mr. Salatino, the president of the company, believes that employees who have established solid relationships with their customers earn significantly more money than those who have not been able to foster good relationships with customers (Hellriegel & Slocum Jr., 2011). Employee rewards, bonuses, commissions or any incentive pay are powerful employee