Date:         Monday, 09 December 2002 Contents INTRODUCTION         3 Figure 1 Motivation mess (adapted from OUBS 'On being a manager)         4 MOTIVATION         4 WHAT MOTIVATES A SOCOMEC LTD SALES ENGINEER?         4 Table 1 What motivates Socomec Ltd sales engineers?         4 SOCOMEC LTD'S MOTIVATORS         5 WHAT DEMOTIVATES A SALES ENGINEER?         6 Table 2 Demotivators within Socomec Ltd         6 Figure 2 Expectancy theory (Various)         7 Figure 3 Maslow's Hierarchy of Needs (Maslow 1970)         8 RECOMMENDATIONS         9 Table 3 Recommendations of report to be implemented         9 EXAMPLE OF SUGGESTED PAY GRADING TO BE IMPLEMENTED.         10 Table 4 Sample grading system for discussion         10 …showed first 75 words of 2363 total…

…showed last 75 words of 2363 total…the feeling that if you are a newcomer you are an outsider. References *         Luthans, F. (1988) 'Successful versus effective real managers', Academy of Management Executive, Vol 2 *         Maslow, A.H. (1970) Motivation and Personality, Harper and Row, New York. *         Various 'On being a manger' book 1 OUBS *         Various 'What's special about people?' book 2 OUBS *         HM Treasury, Public spending and services. http://www.hm-treasury.gov.uk/Documents/Public_Spending_and_Services/Public_Services_Productivity_Panel/pss_pspp_makingadifference.cfm