Question

A manager wishes to motivate a sales employee who is a high achiever. According to

McClelland, which of the following sales territories should be assigned to such a salesperson?
A) one where he is loosely controlled and he is certain to meet his sales targets
B) one where he is closely controlled and there is a moderate chance he will exceed his sales
targets
C) one where he is loosely controlled and there is a moderate chance he will exceed his sales
targets
D) one where he is closely controlled and there is a small chance he will greatly exceed his
sales targets
E) one where he is loosely controlled and there is a small chance he will greatly exceed his
sales targets

Answer 1

According to McClelland's theory of motivation, a high-achieving sales employee would be best motivated by being assigned to a sales territory where they have autonomy (loosely controlled) and face moderately challenging goals (a moderate chance to exceed sales targets).

Step-by-step explanation:

A manager seeking to motivate a sales employee who is a high achiever should consider assigning them to a sales territory based on the motivational theories proposed by David McClelland. Specifically, McClelland's theory emphasizes the importance of three needs: achievement, affiliation, and power.

High achievers tend to be motivated by the need for achievement and prefer to work on tasks where they have a personal responsibility for finding solutions, set moderately challenging goals, and receive performance feedback.

Therefore, the best option for a high achieving salesperson, according to McClelland, would likely be option C) one where he is loosely controlled and there is a moderate chance he will exceed his sales targets. This reflects a high achiever's desire for challenging but attainable goals and the autonomy to pursue them, which is essential for their motivation and satisfaction.