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Joe Saltino

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Joe Salatino, President of Great Northern American
Faye C. Payne
Strayer University
Business 520 Leadership and Organizational Behavior
Dr. Cynthia Gentry
July 23, 2012

Joe Salatino, A Case Study
Joe Salatino is a success business man. He runs a prosperous office supply company with very highly motivated sales teams. He pays them well and provides them incentives to sell even better with high salaries and bonuses. Salatino has a great sales team because he has given the perception of the importance of their skill level, customer service, and self- motivation. He has found that employing people with such attributes, they understand how to be” on top of their game.” He encourages finding common ground with his potential customers by requesting his sales team find out what’s going on locally. Mr. Salatino allows the salesmen to observe the other sales people in action and gives them motivation to sell, by offering sales promotions to potential or current clients. He keeps the workplace vibrant and full of energy. This energy allures other sales reps to respond by attempting to make more sales. The environment, along with winning personalities, attributes to the achievements of the individual, as well as the company. The perception the employees have, is success must be earned and it will be rewarded

Learning Theory
In Operant Conditioning, people learn behavior on their own. Many times it is through observation, that an idea is then repeated. In this environment, everyone understands the bottom line, whether it be good or bad. Joe uses the Operant Conditioning learning theory at Great Northern American. He does this by allowing his team to mimic each other by making sales in a fast paced, positive workplace. He presents antecedents, such as, develop great customer service skills, build relationships, and sell the products. With these goals, he,

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