Submitted By
Darshan Shah
Fairleigh Dickinson University
How to Motivate Fred Maiorino?
Introduction:-
Fred Maiorino was from one of the ‘Star Members’ of sale representatives of Schering-Plough – a pharmaceutical company. As a 28 years old college graduate, Fred Maiorino joined the Schering-Plough on March 26, 1956. Fred’s performance was outstanding and he always tried to give his best for his company. He received the company recognition and various performance awards for his excellent performance. In early 1987, Fred was elected as a top ranked representative for his territory. Despite of such an excellent working profile, Fred Maiorino faced many problems towards the end of his career. Due to unfair management practices and change in working environment Fred was fired from the organization. In my opinion, the management was partial and mismanaged in Fred’s case. New management would have been handled this case much better by motivating Fred Maiorino.
Performance Equation:- [pic]
Ability:
Ability is the function which is derived by acquisition of knowledge and development of skills. It is clear from the given case that, Fred was very good at communication skills and he had maintained personal relationships with all the physicians while working. According to Gerald Novik, a Bordentown, New Jersey physician, “Fred knew all the secretaries, all the nurses and he could get in, do his business and get out in minutes, while other sales representatives would be sitting in he waiting room for hours.” (From Fred Maiorino Case)
Fred has good knowledge about his field. He was seen very effective and focused while detailing and introducing product to the physicians. It was all his efforts and
