The company that is discussed in this essay is Perusahaan Otomobil Nasional Berhad ( Proton ) which is an automotive company that was founded in Malaysia on 1983. The company experienced addition in gross from the twelvemonth 2007 to 2011 and the gross revenues of its autos is a major factor impacting gross. Motivation degree can impact gross revenues public presentation, but it would non be the lone factor. The end of this essay is to research the motive degree of Proton ‘s gross revenues section in comparing with other factors impacting gross revenues. Hence, the research inquiry that arises is “ To what extent does the motive degree of Proton Berhad ‘s gross revenues section affects its gross revenues gross? ”
The methodological analysis revolves around the usage of study among the Proton ‘s gross revenues section staff and followed with an interview with one of the caput of the gross revenues section. Using the information obtained, motive degree of the staff is assessed utilizing Herzberg Two-Factor Theory while the other factors impacting gross revenues are assessed utilizing PEST analysis. The decision was that Proton had implemented steps that help to actuate its employees, but there is a bound to how effectual can motivation flat affects gross revenues as there are other factors involved such as quality and trade name perceptual experience. The unsolved issue would be sing the demand of Proton to better its quality and increase its employees motive at the same clip.
1.0 Introduction
Issues sing employees motive had been one of the chief focal point of an organisation as motive can impact a certain company in many ways. Based on the book An Integrated Approach to Business Studies by Bruce R. Jewell, motive can be defined as a factor or an influence that can drive people to act in a certain manner[ 1 ]. For a company, they would necessitate a motivated work force if they want their employees to sell good.
The company in inquiry here is Perusahaan Otomobil National Berhad ( Proton ) which is an automotive company that was founded on the twelvemonth 1983[ 2 ]. Its merchandise mix includes assorted classs of autos runing from saloon, compact autos, hatchback, multi-purpose vehicle, and microvan[ 3 ]. Along its old ages of operations, Proton had been the mark of examination from the general public particularly sing its gross revenues as there are unfavorable judgments to its gross revenues[ 4 ]and after gross revenues service[ 5 ]. One factor that can impact quality of gross revenues service is motive.
Therefore, the purpose of this essay is to research whether the motive degree of the Proton ‘s gross revenues section had been a important factor impacting the company ‘s gross revenues gross? Besides that, this essay would besides discourse on how other factors could besides impact gross revenues gross for Proton and how other factors could compare with motive degree in footings of its effects to gross revenues gross.
From the inquiries that arise, the research inquiry was formulated as follow: –
To what extent does the motive degree of Proton Berhad ‘s gross revenues section affects its gross revenues gross?
2.0 Methodology
2.1Data aggregation
The chief intent of informations aggregation for this peculiar essay is to mensurate the motive degree of Proton ‘s gross revenues section. Thus, primary research had been carried for the exclusive intent of mensurating the motive degree of the employees. The two chosen methods were studies and interviews. As stated before, with the informations obtained, a qualitative deductive will be made to see how high or low the motive of Proton ‘s employee. To infer, the content theories sing motive used is Herzberg ‘s Two-factor theory.
2.1.1*Details of Survey*
A study was designed in order to bring out information sing the motive of Proton ‘s gross revenues section and the figure of respondents was 15 people from the Enterprise Gross saless Team and R3 Gross saless Team which are a portion of the gross revenues section of Proton. The study ‘s inquiry and its several informations are shown in Appendix 1.
2.1.2*Details of Interview*
The interview was done with Mr. Hj. Roslan Hj. Mohamed which is presently the caput of Eneterprise Gross saless Department of Proton. The interview inquiry and its replies are shown in Appendix 2.
2.2 Analysis
The analysis in this essay chiefly revolves around the correlativity between the motives degrees of Proton ‘s employees with its gross revenues gross. The findings will be discussed so that the extent to which the motive degree affects the gross revenues gross can be seen clearly. The following measure is to see other factors that may be involved which can impact gross revenues. To make this, Political Economy Social Technology ( PEST ) analysis will be carried out so that we can see the external factors that surround Proton. Further treatment will be carried out in order to see how large do the factors affect Proton ‘s gross revenues gross, and compare it with the internal factor which is the motive degree of employees. The terminal consequence would be a decision that will include suggestions and an unsolved issue.
A simple 4 measure flow can be seen below: –
3.0Main findings and analysis
Determining the motive degree: –
3.1 Application of Herzberg Two-Factor Theory
Based on Herzberg Two-Factor Theory, there are two facets that define motive which are the hygiene demands and incentives[ 6 ]. Carry throughing hygiene demands prevents employees from being dissatisfied while holding incentives will guarantee satisfaction of employees. This theory is chosen to find the motive degree of Proton ‘s employees because of the two facets mentioned that is apparent in their working environment.
Above is a table sketching the hygiene demands and incentives as outlined by Herzberg[ 7 ]. To find the motive degree of the employees in Proton ‘s gross revenues section, most of the points in the tabular array will be discussed based on the findings.
3.1.1 HYGIENE NEEDS
Relationship with supervisor
Proton ‘s gross revenues section employees feel that their supervisor listen to them and most felt that they are involved in the determination devising procedure. They besides feel that their supervisor give moderate attending to their work and most experience that their supervisor outlook of them is good in which it corresponds to their existent potency. Yet, some felt that their supervisors are bias in their work with some claiming that there is presence of alleged foreman ‘s pets and besides gender biasness.
Working conditions
The employees of Proton ‘s gross revenues section felt that the on the job status is normal at best instead than good. Most felt that it is normal in their on the job status to acquire positive feedback and constructive unfavorable judgment. Still, some felt that office political relations is present therefore it could be a beginning of unhappiness sing the on the job conditions.
Salary
It was found that the wage is high. This is due to the presence of many types of committee that helps to increase the payments received by employees such as finance committee, model-based committee, accessary committee, and insurance committee.
3.1.2MOTIVATORS
Accomplishment
Proton promotes the desire to accomplish for their gross revenues section by holding seasonal monthly run. Employees will be given an inducement for accomplishing the mark for a specific gross revenues run.
Recognition
In Proton, the signifier of acknowledgment comes in the signifier of a nine rank that celebrates gross revenues forces who had sold 100 autos.
Promotion
Opportunities for advancement exist for Proton since it was found that an employee can progress into a gross revenues director in merely 5 old ages.
Growth
Most of the employees agree that turning their cognition and holding chances for self-development is extremely of import for them but it can be seen that most of them thinks that the chances for self-development is non high but still present in the company. The presence of growing chances will take to higher satisfaction for the employee.
Analysis OF MOTIVATION LEVEL
Based on Herzberg Two-Factor Theory, to guarantee employees are motivated, it is better to turn to the hygiene demands and so concentrate on the incentives. For Proton, the company had in a manner provided a moderate working status and the supervisors are holding good relationship with their subsidiaries. These two factors fulfill the hygiene demands and cut down dissatisfaction in the gross revenues section. Aside from that, the wage construction which is high besides contributes to take down dissatisfaction for the employees. Although we ca n’t state for certain that the dissatisfaction is wholly addressed by Proton, but we can infer that Proton had fulfilled some of the hygiene needs therefore take downing the dissatisfaction among employees. For the incentives, Proton had besides provided ample incentives for the gross revenues section. We can see that Proton had provided its employees with equal chances for them to have proper accomplishment, acknowledgment, promotion and growing. The presence of the incentives mentioned helps to advance satisfaction for the employees in the gross revenues section.
As a consequence, Proton had fulfilled the hygiene demands and provided incentives for its employees. It is difficult to see whether the employees are extremely motivated or non but from the treatment, it would be better if we deduce that the employees in Proton ‘s gross revenues section is coined as motivated due to the low dissatisfaction and equal satisfaction.
3.2 Establishing the relationship between motive degree and gross revenues gross
Graph of growing of Proton ‘s gross from 2007 until 2011 ( Appendix 3 )
Judging from the graph, Proton ‘s gross had improved for 5 old ages directly. As company that make autos, most of Proton ‘s gross would come from the gross revenues of their autos therefore that is why the gross revenues section plays a important function to guarantee better gross revenues. We had found before that the employees in the gross revenues section are motivated because of the manner Proton had addressed the hygiene demands and incentives.
Due to the fact that the employees are motivated, it can be seen that their motive degree correlatives with the addition in gross. A motivated employee would decidedly execute better when at work therefore there would be higher gross revenues compared to an unmotivated employee. As a decision, we could see that the motive degree had contributed to the addition to gross. Yet, the underlying inquiry here would be the demand to set up the bound in which motive degree plays a function to the addition in gross. Therefore, the undermentioned inquiries could come into drama: –
1. Are at that place any other important factors that contribute to gross revenues?
2. How about the province of the state Proton is in? Does it impact the gross revenues?
3. Are at that place any outside factors, which are out of Proton ‘s control that contributes to greater motive among employees?
Therefore, in order to bring out the extent to which motive degree plays a function, the following measure would be to happen the factors that affect Proton gross revenues and find its significance in comparing to the motive degree of Proton ‘s gross revenues section.
Determining the extent to which motive degree affects the gross of Proton
3.3 Application PEST Analysis
The usage of PEST analysis is important in order to see the environment Proton is situated in. The findings would be analyzed sing their significance to Proton ‘s gross.
Political
Government discards protectionist policy[ 8 ]
High excise responsibility for imported autos[ 9 ]
Economy
Low loan blessing rate by Bank Negara Malaysia[ 10 ]
Social
Low mean pay per person[ 11 ]
Technology
Appearance of intercrossed autos in Malaya[ 12 ]
POLITICAL
Government discards protectionism with Proton therefore taking Proton ‘s exclusivity in the automotive industry
If a company is backed by the authorities, the cost of operation can be well lessened as there would be injection of financess by the authorities. This would guarantee that the company can sell its merchandises cheaper, therefore earning an addition in gross. But what would go on if a company was stripped off from being protected by the authorities?
For Proton, when there is no more protectionism by the authorities, the company would necessitate to stand by its ain therefore it needs to impart its cost to their merchandises. This will do the monetary value of its autos higher. Still, if we look at the gross, Proton ‘s gross still increases despite the hiking in monetary values. This shows that the remotion of protectionism does n’t truly impact Proton ‘s gross revenues and the possible ground for this is either Proton had improved its quality or there are other factors that promote gross revenues.
High excise responsibility for imported autos
Excise responsibility is one of the major factors that affect a auto ‘s monetary value. In Malaysia, the excise responsibility for imported autos is imported as high therefore increasing the monetary values of imported autos. National car manufacturers such as Proton and Perodua are at an advantage in footings of pricing because they can supply lower priced autos as compared to their foreign rivals. For Proton, its autos which are considered cheaper than imported autos would motivate price-sensitive consumer to purchase their autos therefore increasing their autos well.
Economy
Low hire-purchase blessing rate by Bank Negara Malaysia
Bank Negara Malaysia is the national bank of Malaysia and it regulates the hire-purchase blessing rate in Malaysia. Recently, the blessing rate for never-never differs from a car manufacturer to another, and for Proton it is rated as low. Not every client can pay the full monetary value of autos in the early phase of purchasing therefore they would fall back to never-never. When the hire-purchase blessing rate is low for Proton, clients can non purchase Proton autos therefore they would continue to other car manufacturers which has higher hire-purchase blessing rate. Therefore, this would cut down Proton ‘ gross revenues.
SOCIAL
Low mean pay per person
The universe ‘s mean pay is about RM 4440 ( $ 1480 ) which is a blunt difference compared to Malaysia ‘s norm pay which is RM 1500 ( $ 500 ) . Due to the low rewards, Malaysians would n’t hold plenty buying power therefore they would gravitate towards purchasing low priced merchandises in order to salvage cost and prolong their life. Proton ‘s autos which are cheaper than imported autos would be a all right pick for most Malaysians therefore this would lend to more gross revenues for Proton hence lending to an addition in gross. Yet, with the Economic Transformation Initiative carried out by the authorities, Proton would be threatened because the plan was intended to increase the national ‘s mean pay from RM 1500 ( $ 500 ) to RM 4000 ( $ 1333 ) which is closer to the universe ‘s mean pay. If the authorities enterprise reached its ends, the buying powers of Malaysian would increase therefore they would hold a broad scope of autos that is executable for them to buy.
Technology
Appearance of intercrossed autos
As the universe is traveling towards less usage of fossil fuels in mundane lives due to pollution, intercrossed autos is invented to provide for the environmentally witting consumers. Aside from that, intercrossed autos would salvage consumers a brawny amount of money because consumers would necessitate to depend less and less on crude oil which is ill-famed for its changeless rice of monetary value. The visual aspect of intercrossed autos in Malaysia and the authorities ‘s inducement for Malaysians to purchase intercrossed autos is a likely factor that can impact Proton ‘s gross revenues. Still, intercrossed autos is still non many in Malaysia therefore it would non be a major factor impacting Proton ‘s auto gross revenues yet.
Other factors that affects Proton ‘s gross revenues but outside the range of PEST analysis
Plague analysis is limited in the manner it restricts the analysis of environment environing Proton towards political, economic system, societal, and engineering. In world, there are other factors impacting gross revenues for Proton that should be considered. The factors could be internal or external and some of them have an consequence to employees ‘ motive. Before we discuss even further, look at the list of the factors below: –
Quality of Proton ‘s autos
Banks ‘ involvement rate*[ 13 ]
Pricing of used auto market*
Marketing methods
Relationship between gross revenues and after-sales
Discoursing the factors
Quality of Proton autos
Quality of merchandises is undeniably one of the greatest factors impacting the gross revenues of a merchandise. With high quality, some merchandise can even be without the demand of extended selling because there will be word of oral cavity, which is a great selling method. Sing Proton, the quality of its autos is questionable.. Aside from that, Proton ‘s auto is besides perceived as inferior and low quality as compared to its rivals particularly car manufacturers from Europe, Japan and Korea. Thus, the quality of Proton ‘s autos is a immense factor impacting gross revenues and it should be taken into great consideration when discoursing about Proton ‘s gross revenues.
In term of employees ‘ motive, the quality of Proton ‘s autos can impact its employee ‘s motive degree. It is a common cognition that if you want to sell something, it would be best to sell the best to consumers. Why? This is because when we sell something that is high in quality ; we would experience confident selling it because we know that our clients would love it one time they use it. This is besides true for the instance of Proton. If the employees in the gross revenues section of Proton know that the auto they are selling is perceived as inferior and low quality, they would experience less motivated because they are n’t confident that their client is having a good auto. This is a good illustration of Expectancy Theory in which if gross revenues forces of Proton perceive that no affair how much attempt they put into merchandising, they would cognize that the wagess will be far from their appreciation. This is because even if their merchandising attempt is great, they would non be rewarded with a successful sale of a auto because they would experience that clients would likely non purchase a low quality auto no affair how good they are in seeking to sell it. This shows how employees ‘ public presentation is besides affected by the quality of merchandises they are selling.
Banks involvement rate
Banks involvement rate for each auto trade name is different and will continuously alter. If the involvement rate for Proton is high, auto monetary values will be high and clients will be more loath to purchase, therefore doing low gross revenues. The antonym would go on if involvement rate is low.
The alterations to involvement will besides impact the gross revenues section employees. For illustration, a high involvement rate would do auto monetary values high and they would experience less motivated or confident selling the auto.
Pricing of used auto market
Pricing of used auto market for a peculiar auto trade name besides changes over clip. If a peculiar auto has high monetary value in the used auto market, the user of that auto would be inclined to sell his auto particularly if the auto is outdated. The antonym would go on if the monetary value of a auto is low in the used auto market.
For Proton ‘s employees, it was reported that they would experience more motivated selling a auto to a client who is seeking to replace their auto which had been sold off as used auto. This group of clients is called as the replacing purchasers. Employees would experience motivated because it is easier for them to do the sale because autos are indispensable in mundane life and replacing purchasers would experience greater demand to purchase a auto as compared to purchasers who already have a auto. Motivation will change over to public presentation therefore there would be higher gross revenues.
Marketing methods
Proton selling method revolves largely on holding direct contact with the populace which is their chance such as holding activities in the salesroom and shopping composite that involves the engagement of the populace. It is reported that the gross revenues section employees like the direct selling method because they like the contact with the populace. Direct method of selling is unimpeachably a good manner for selling and can hike gross revenues but for the instance of Proton, the most apparent benefits would be the addition to the gross revenues section employees ‘ morale, therefore there would be an addition in gross revenues due to increased public presentation.
Relationship between the gross revenues squad and the after-sales squad
The after-sales squad of Proton is reported of supplying low quality service to its clients and it could impact clients ‘ perceptual experience towards the trade name. Still, the most of import facet about the after gross revenues squad is the relationship between the after-sales squad and the gross revenues squad which is truly important particularly with respects to the gross revenues squad motive. Gross saless forces would be motivated particularly during the act of selling if they know that whenever there is a job after the clients bought the merchandise ; they can be confident that the after-sales squad can manage it. For the instance of Proton which has low quality after-sales service, we can likely infer that the gross revenues squad motive degree will be affected because of low assurance towards the competence of the after-sales squad.
Decision
We had started by admiting that the gross revenues section of Proton is motivated based on the usage of Herzberg Two-Factor Theory and the fact that the gross increases from 2007 – 2011 shows that motive did so turn out to be a subscriber to the gross of Proton. The inquiry that we need to truly discourse is the extent to which motive truly plays a function to lend to gross, therefore other factors that affect gross revenues must be discovered.
It was eventually found that there are many factors that affected the gross revenues of Proton and some such as the high excise responsibilities and quality of Proton autos seemed to be a truly major factor that affects gross revenues. Therefore, it can be concluded that motive degree of Proton ‘s gross revenues section is a factor that affects gross revenues but it is non the greatest factor. If Proton were to use steps that can continuously better its employees ‘ motive, gross revenues would increase but until a certain point when an addition of motive wo n’t increase the gross revenues. This is because of the mentioned major factors such as Proton ‘s auto qualities that hinder gross revenues growing significantly. To truly better its gross revenues gross, there are some issues that Proton must turn to.
External Factors
Internal Factors
4.1 Issues and suggestion on how to manage it
From the above diagram, we can see how the factors impacting Proton ‘s gross revenues are sorted into internal factors and external factors. Proton should see concentrating on the internal factors because it is the factors that Proton can truly command and straight better. Therefore, there are three issues that is internal for Proton and suggestions are given on how Proton can turn to the issues below: –
1. Merchandise quality
The quality of Proton ‘s autos is an issue that Proton should concentrate on turn toing because clients determination to purchase are largely affected by quality. In order to better its quality, one of the steps Proton could use is bettering its quality control method so that no inferior autos are produced. Aside from that, Proton should besides maximize the benefits of having Lotus by guaranting better engineering transportation with Lotus and besides invent more preparation that is catered to assist Proton ‘s applied scientists to larn more from Lotus.
2. After-sales squad quality
The quality of after-sales is of import in order to retain clients ‘ trueness. If Proton does n’t better its after-sales quality, clients will believe lowly of the trade name therefore it would impact gross revenues. It was found that Proton had made a all right determination by giving out proper preparation to its after-sales squad late but another factor that might impact the after-sales squad quality is the wage of the after-sales squad which is below industry ‘s mean. To counter the issue, Proton should either negotiate with its after-sales squad or see giving better rewards or fringe benefits.
3. Employees ‘ motive
Although it was found that the employees of the gross revenues section are motivated, yet there is still so much more Proton could make to truly increase employees ‘ motive. In Proton, there are issues that Proton should undertake such as biasness and deficiency of counsel in order to do the working environment a better topographic point. Proton should besides see reexamining the Herzberg Two-Factor Theory so that the company can how it can cut down dissatisfaction even further aside from increasing satisfaction in the long tally.
A concluding note
Although suggestions are given, merely Proton knows best how it can better itself because its internal issues can be tackled best from within their company. The unsolved issue here would be the issue sing how Proton can truly better its merchandise ‘s quality and at the same clip increase its employees ‘ motive so that more gross revenues can be gained. If Proton were to invent a manner to undertake the issue, so gross revenues would decidedly increase as a consequence.
Word count: 3852
Bibliography
1. Chedet.cc
2. CLARKE, P. ( 2009 ) . IB concern and direction class comrade. Oxford, Oxford University Press.
3. Corporate.proton.com
4. En.wikipedia.org
5. Freemalaysiatoday.com
6. HAGEMANN, G. ( 1992 ) . The motive manual. Aldershot, Gower.
7. JEWELL, B. R. ( 1993 ) . An incorporate attack to concern surveies. London, Pitman.
8. KREITNER, R. ( 1983 ) . Management. Boston, Houghton Mifflin.
9. Malaysia-chronicle.com
10. Paultan.org
11. Reganrajan.com
12. Thestar.com.my
Appendix 1
BRIEF PERSONAL PROFILE
Name:
( Optional )
Age:
Old ages
Position:
Marital Status:
Single/Married
Background
Technical / Non Technical
Qualification:
Experience
Entire Old ages
In this Company
Old ages
Guidelines:
Please answer the inquiry every bit self-generated as you could and avoid inquiring your co-worker unless the inquiry truly warrants you to
For the scale inquiries, the evaluation are as follows ( please circle them ) :
Scale
Rating
-2
Highly disagree/Worse
-1
Disagree/ Bad
0
Neutral/ Normal
+1
Agree/ OK
+2
Highly agree/ Great
Question:
Occupation
a ) How of import is it to you to be able to increase your specialised cognition ( Knowledge related to your occupation ) within your occupation range?
-2
-1
0
+1
+2
B ) How of import is it to you to hold chances for self-development within the range of your occupation ( e.g. preparation in communicating, work outing conflicts/problems, relaxation techniques, self-management, etc ) ?
-2
-1
0
+1
+2
degree Celsiuss ) How would you rate the chances the company offer for developing in your particular field?
-2
-1
0
+1
+2
vitamin D ) How would you rate the chances the company offer for human development?
-2
-1
0
+1
+2
vitamin E ) How would you rate your personal wellbeing at work?
-2
-1
0
+1
+2
2. Objective and scheme
a ) Describe, in your ain words, what you consider to be the company ‘s chief aim.
B ) Describe, in your ain words, what you consider to be the direction ‘s scheme in endeavoring to accomplish this aim.
3. Management
What do you believe the direction or your immediate foreman can make to actuate the staff to see as a challenge instead than a menace?
4. Working in undertaking groups
a ) Does project-group work map in your sentiment?
-2
-1
0
+1
+2
B ) Does your group leader/ boss listen to your sentiment?
-2
-1
0
+1
+2
degree Celsiuss ) How do you rate your opportunities of take parting actively in what is traveling on?
-2
-1
0
+1
+2
vitamin D ) How do you rate the quality of the meetings of your section?
-2
-1
0
+1
+2
vitamin E ) Have you any suggestion for betterment? What are they?
5. Relationss between higher-ups and staff
a ) Is your immediate superior a good hearer?
-2
-1
0
+1
+2
B ) Does your immediate superior spring grounds if they decided to non follow your advice?
-2
-1
0
+1
+2
degree Celsius ) As a member of staff, are you involved in the decision-making procedure?
-2
-1
0
+1
+2
vitamin D ) Are single members of staff treated otherwise?
If yes, delight circle one of the undermentioned grounds: –
1. Some are the foreman ‘s pets, others are ignored.
2. At our topographic point, it is an advantage to be a adult male.
3. At our topographic point, it is an advantage to be a adult female.
4. Others? Please province,
Yes
No
Not Certain
vitamin E ) In a meeting, what do you anticipate from it?
g ) Do you hold any suggestions on how to better the quality of meetings? If yes, please province your suggestions.
H ) Do you believe that the demands made on you by your higher-ups correspond to your existent potency? If no, delight province your ground: –
Yes
No
6. Communication
a ) How would you rate the freedom of talking out your thoughts at work, even if the subjects are controversial?
-2
-1
0
+1
+2
B ) How of import is praise and acknowledgment to you?
-2
-1
0
+1
+2
degree Celsius ) Do you acquire positive feedback you deserve and expect on a day-to-day footing?
-2
-1
0
+1
+2
vitamin D ) How of import is it to you to have constructive unfavorable judgment from which you can larn something?
-2
-1
0
+1
+2
vitamin E ) Do you acquire constructive unfavorable judgment on a day-to-day footing when you have made a error?
-2
-1
0
+1
+2
degree Fahrenheit ) Does your immediate superior give adequate attending to your work?
-2
-1
0
+1
+2
g ) Do you believe that you receive excessively much broad and overdone ( negative ) unfavorable judgment when you have made a error?
-2
-1
0
+1
+2
H ) How would you rate the working atmosphere?
-2
-1
0
+1
+2
H ) How would you rate the working atmosphere?
-2
-1
0
+1
+2
Are single members of staff treated otherwise?
If yes, delight circle one of the undermentioned grounds: –
1. Some are the foreman ‘s pets, others are ignored.
2. At our topographic point, it is an advantage to be a adult male.
3. At our topographic point, it is an advantage to be a adult female.
4. Others? Please province,
Yes
No
Not Certain
J ) Is at that place much office political relations and unkind chitchats?
Yes
No
Not Certain
7. Motivation
a ) What motivates you the most when you are at work?
I.
two.
three.
four.
V.
B ) What de-motivates you the most when you are at work?
I.
two.
three.
four.
V.
degree Celsius ) What can your immediate superior do to assist you bask your work more?
I.
two.
three.
four.
V.
vitamin D ) What can you make to assist you bask your work more?
I.
two.
three.
four.
V.
8. Management and staff development
How would you rate steps implemented by your company associating to: –
1. Management preparation
-2
-1
0
+1
+2
2. Human development
-2
-1
0
+1
+2
3. Make you believe it would be desirable for directors and their staff to take part in the same preparation steps?
-2
-1
0
+1
+2
B ) Have you any suggestions for bettering direction and staff development? Please stipulate them.
Survey informations ( Quantitative )
* The bolded Numberss represent the highest figure of reply for the peculiar inquiry
Scale
Rating
-2
Highly disagree/Worse
-1
Disagree/ Bad
0
Neutral/ Normal
+1
Agree/ OK
+2
Highly agree/ Great
**Refer to the Appendix 1 for the inquiries
1. Occupation
Raw informations
Question
-2
-1
0
+1
+2
a
0
1
2
5
7
B
0
1
5
3
7
degree Celsiuss
0
3
7
3
2
vitamin D
0
2
6
5
2
vitamin E
0
4
4
7
0
Data in per centum
Question
-2
-1
0
+1
+2
a
0
6.7
13.3
33.3
46.7
B
0
6.3
31.3
18.8
43.8
degree Celsiuss
0
20
46.7
20
13.3
vitamin D
0
13.3
40
33.3
13.3
vitamin E
0
26.7
26.7
46.7
0
4. Working in a undertaking group
Raw informations
Question
-2
-1
0
+1
+2
a
0
2
6
5
5
B
0
2
9
7
0
degree Celsiuss
0
0
6
12
0
vitamin D
0
3
6
7
3
Data in per centum
Question
-2
-1
0
+1
+2
a
0
11.1
33.3
27.8
27.8
B
0
11.1
50
38.9
0
degree Celsiuss
0
0
33.3
66.7
0
vitamin D
0
15.8
31.6
36.8
15.8
5. Relationss between superior and staff
Raw informations
Question
-2
-1
0
+1
+2
a
0
1
2
5
7
B
0
1
5
3
7
degree Celsiuss
0
3
7
3
2
vitamin D
0
2
6
5
2
vitamin E
0
4
4
7
0
Data in per centum
Question
-2
-1
0
+1
+2
a
0
6.7
13.3
33.3
46.7
B
0
6.3
31.3
18.8
43.8
degree Celsiuss
0
20.0
46.7
20
13.3
vitamin D
0
13.3
40.0
33.3
13.3
vitamin E
0
26.7
26.7
46.7
0
6. Communication
Raw informations
Question
-2
-1
0
+1
+2
a
0
5
5
6
2
B
0
2
3
8
5
degree Celsiuss
0
1
12
1
1
vitamin D
0
1
2
10
2
vitamin E
0
2
6
5
2
degree Fahrenheit
0
1
11
0
3
g
0
4
7
2
2
H
0
2
10
2
1
I
0
4
7
2
1
Data in per centum
Question
-2
-1
0
+1
+2
a
0
27.8
27.8
33.3
11.1
B
0
11.1
16.7
44.4
27.8
degree Celsiuss
0
6.7
80
6.7
6.7
vitamin D
0
6.7
13.3
66.7
13.3
vitamin E
0
13.3
40
33.3
13.3
degree Fahrenheit
0
6.7
73.3
0
20
g
0
26.7
46.7
13.3
13.3
H
0
13.3
66.7
13.3
6.7
I
0
28.6
50
14.3
7.1
8. Management and staff development
Raw informations
Question
-2
-1
0
+1
+2
a
0
6
6
3
0
B
1
0
9
3
1
degree Celsiuss
0
1
5
5
2
Data in per centum
Question
-2
-1
0
+1
+2
a
0
40
40
20
0
B
7.1
0
64.3
21.4
7.1
degree Celsiuss
0
7.7
38.5
38.5
15.4
Survey informations ( Qualitative )
The followers are replies provided through authorship. Mention to Appendix 1 to see the full inquiries
2. Objective and scheme
a ) Describe, in your ain words, what you consider to be the company ‘s chief aim.
Unclear
Gross saless accomplishment
To run into market demand
A company for Malay and 100 % Malay staff therefore limited nonsubjective
Developing human resources
B ) Describe, in your ain words, what you consider to be the direction ‘s scheme in endeavoring to accomplish this aim.
Teamwork and regard
No way
Strategic direction and clear way
Make certain all staff are committed to accomplish organisation end
Market incursion
Create consciousness among employee. Individual should cognize the philanthropic gift of accomplishing organisational aim
3. Management
What do you believe the direction or your immediate foreman can make to actuate the staff to see as a challenge instead than a menace?
Leaderships should walk the talk
Supply a competitory inducement
Always discuss issues that arise and communicate with staff through agencies such as little talk
Training, counsel, instruct, planning and executive must put to death the direction
4. Working in undertaking groups
vitamin E ) Have you any suggestion for betterment? What are they?
Change top direction ‘Perodua syndrome ‘
Boss and caput must be the one to be followed and no other party can dispute their authorization and influence
Quickly strategize actions upon determinations made at the terminal of a meeting
Staff should be better squad participant
All staff are allowed to give thoughts and suggestions, foreman should give positive feedback
Application of Tuckman ‘s theory on developing squad is required to guarantee members of a squad work good
5. Relationss between higher-ups and staff
vitamin D ) Are single members of staff treated otherwise?
If yes, delight circle one of the undermentioned grounds: –
1. Some are the foreman ‘s pets, others are ignored.
2. At our topographic point, it is an advantage to be a adult male.
3. At our topographic point, it is an advantage to be a adult female.
4. Others? Please province,
Yes ( 7 )
No ( 0 )
Not Sure ( 5 )
4
0
0
2
0
0
1
0
0
Knowledge and part affairs
vitamin E ) In a meeting, what do you anticipate from it?
Outcome and determination had been made
Latest and clear information so employees can acquire guidance particularly about the company mark
Solutions to a specified job
Everyone must be steadfast and work as a squad
Knowledge sharing and acknowledged about the company way
Guidance
g ) Do you hold any suggestions on how to better the quality of meetings? If yes, please province your suggestions.
Time used expeditiously ; An effectual meeting would be less than an hr
Short and effectual. Decisions must be firmer
Employees should pass less clip speaking but alternatively concentrate on discoursing the issues at manus
Meetings must run into the ends
Meetings must be more focussed
Presentation and treatment must be executed
H ) Do you believe that the demands made on you by your higher-ups correspond to your existent potency? If no, delight province your ground: –
Yes ( 14 )
No
( 1 )
6. Communication
J ) Is at that place much office political relations and unkind chitchats?
Yes ( 6 )
No ( 1 )
Not Sure ( 4 )
7. Motivation
a ) What motivates you the most when you are at work?
Challenges of day-to-day undertaking
Family
Good wage
Relationship with co-worker
Annual increases and monthly inducement
Qualified staff allowed to upgrade their place
Equal intervention to all staff
Superiors provide positive feedback if staff give suggestions and thought
Undertaking patterned advance
Clear way
Money
Good working environment
B ) What de-motivates you the most when you are at work?
Unsure of determination made by superior
Unresolved job
Low wage
No bonus/ incentive/ increases
Unfair menace by immediate higher-ups
Not adequate attending
No grasp from foreman
Stagnant undertaking
Ill-defined way
Mistakes
Boss ‘s attitude
degree Celsius ) What can your immediate superior do to assist you bask your work more?
Make working environment more merriment and challenging
Avoid being rough to the staff
Provide positive feedback
Treat staff every bit
Avoid prejudice and comparing between persons
Guide staff before call on the carpeting them for non carry throughing work demand
Guidance
vitamin D ) What can you make to assist you bask your work more?
Make a healthier and joyful environment
Self motivate
Give positive feedback
Let people show their thoughts and suggestions
Forgive and assist each other
8. Management and staff development
B ) Have you any suggestions for bettering direction and staff development? Please stipulate them.
Each person in organisations should be developed based on their single competences and occupation range. Building competence is of import to guarantee sustainable beginning of employee.
Work as a squad
Appendix 2
Hj Roslan Hj Mohamed
Head, direct and authorities gross revenues operation
Enterprise Gross saless Department
( roslanm @ proton.com ) Interview
What is the reward bundle provided by Proton for its gross revenues section employees?
By and large, our reward bundle is similar with most companies. But, the chief focal point of employees when fall ining Proton would be the salary and committee construction of the company.
Can you give a more elaborate account about the wage and committee that you antecedently mentioned?
I will be glad to. There are two basic places the gross revenues section – non-executive ( gross revenues adviser ) and executive ( direction ) . The non-executive or the gross revenues adviser starts with a basic wage of RM300++ . Gross saless adviser is similar to gross revenues forces and their wage lies within their committee is plentiful. There are 5 types of committee which are model-based committee, used auto committee, financing committee, accessary committee, and insurance committee. There are besides monthly and quarterly volume committees. The executive or the direction besides has their ain committee but the committee depends on the group they are pull offing. Basically if his group succeeds, the executive will win excessively.
What is the mean payment that the gross revenues adviser would have each month?
The sum is rather brawny. The mean payment for gross revenues advisers is normally RM7000 which is rather high.
Is there any signifier of acknowledgment gross revenues advisers would have after selling many autos?
Yes, there is. It is called Club 100, which is an accomplishment nine for gross revenues advisers who achieved 100 gross revenues. There are many benefits for the gross revenues adviser who is a member of Club 100 such as holding their ain parking infinite.
Is there any gross revenues run held by Proton?
Yes, there is and you could state that the gross revenues run is one of the events that truly motivate a gross revenues adviser. A typical seasonal gross revenues run would affect selling unpopular theoretical accounts. Any gross revenues adviser who sold an unpopular theoretical account would be given a monthly inducement and that is the ground why they are eager to accomplish success when a seasonal gross revenues run comes.
What do you believe are some factors impacting motive of a gross revenues adviser?
Well, there is a batch. One of them would be holding many theoretical account scopes because gross revenues advisor bask their work when they have many choice of autos that they can rede their client to purchase. Other than that, gross revenues advisers love to sell zero job autos which are ace and high quality. This is because they will experience aroused selling it aside from non holding to cover with clients ‘ ailments afterwards. They feel that it is difficult to pull off ailments about qualities because it is non they who design it. Last, gross revenues advisor love selling new theoretical accounts excessively.
How about the economic system? Does it impact gross revenues?
Banks ‘ involvement rate plays a large function here. When involvement for auto is high, people would decidedly exert cautiousness before purchasing therefore gross revenues would be low and frailty versa. You can see that when involvement is low, gross revenues advisers would be motivated because more people are inclined to purchase therefore increasing their opportunities of increasing their income.
Talking about auto monetary values, aside from involvement, the pricing in the used auto market besides affects gross revenues. For the populace, when the monetary value for used autos is high for their theoretical account, they would be inclined to sell it at that clip so that they can purchase new theoretical accounts. This group of people is called the replacing purchasers which are the clients who buy a merchandise in order to replace their old points which had been sold off. You could state that when a specific theoretical account has high trade-in value in the used auto market, people would be inclined to sell their autos and purchase a new one to replace their ain. A gross revenues adviser would be motivated to sell autos when they know that the clients they are functioning are replacement purchasers.
How about the leading in the gross revenues section of Proton?
We apply bossy manner of taking as a manner to pull off employees in the staff section. This is what we call as the best pattern attack because other leading manner is non suited. Bing bossy does n’t intend that we need to compromise relationship between director and the gross revenues adviser.
In Proton, gross revenues advisers ‘ public presentation is closely monitored and they must sell a lower limit of 6 units or they will be holding as under performing artist. If non, they will be given a warning missive that instructs them to better their public presentation for the continuance of 3 months or they will be forced to go forth.
How is the preparation and calling development for the gross revenues section staff?
In order for staff to be confident, Proton provides ample developing so that the gross revenues adviser would be confident with themselves and their cognition of the merchandise they are selling. Basically, there are three types of preparation which are gross revenues developing, merchandise preparation and proficient preparation. Proton had improved well and the preparation provided is better than of all time. A gross revenues adviser would necessitate to be trained a lower limit of 5 old ages.
For the facet of calling development, calling development chance additions as calling advancements and a gross revenues adviser can be promoted to a gross revenues director in merely 5 old ages.
Can you state me a spot about the selling attempt of Proton?
The gross revenues publicity scheme of Proton revolves around direct selling that involves holding contact with the populace which are their chance or future client. Normally, there will be indoor and out-of-door activities. Indoor activities are activities carried out in a salesroom while out-of-door activities can be done in topographic points such as a shopping composite. The direct selling scheme is intended to make “ client traffic ” and increase public attractive force towards the trade name. The scheme besides seems to assist to bolster employees ‘ morale.
To sum in one sentence: The selling squad is one of the arm of the gross revenues squad.
Is Proton still protected by the authorities such as through grants etc?
Proton is independent now and there is no exclusivity for Proton any longer. This is intended by the authorities to make a healthy competition between automotive car manufacturers. In a manner, this had been a challenge for Proton because the monetary value of their autos would non be much different than imported autos which are perceived as holding more choice control steps and far better quality than Proton.
There are rumours stating that the after-sales squad of Proton has low quality service. What is your remark sing the rumours?
I can non deny that. The jobs environing the after-sales squad affect gross revenues. Now, Proton had formulated a proper preparation for the after gross revenues squad so that the quality can be improved. Yet, another job is that the after-sales squad has salary which is below industry ‘s mean and this could present a job for Proton.
The after-sales squad is built-in to guarantee clients happiness and the relationship between the after-sales squad and the gross revenues squad is one of the motive factor for the gross revenues squad. Members of the gross revenues squad are normally partnered with the after-sales squad. A gross revenues adviser that is convinced with the competence of the after-sales squad would experience more confident on selling to a client because whenever there is a job afterwards, he ‘ll cognize that the after-sales squad can manage it.
