,HRM2604 Assignment 5 (COMPLETE ANSWERS)
Semester 2 2024 - DUE 29 October 2024; 100% TRUSTED
Complete, trusted solutions and explanations.
PERFORMANCE THAT SELLS Oliver King works at a large
real estate agency called Red Arrow. The agency has been in
business for many years and is well established. Oliver has only
recently started working at Red Arrow. Although he has
obtained the certificate to practise as an estate agent, he does not
have any valid experience in the field and is nervous that he may
not know how to make a sale. He admits that he still has a lot to
learn and is eager to work his way up. The policy at the agency
is that agents earn 20% commission on every property they sell.
Each agent goes out on his or her own when meeting clients.
The best salesperson is determined by calculating the highest
number of properties sold each year. When Oliver began
working at the agency, he sat down with his supervisor, Felicity
who informed him of his duties and guided him on how to go
about achieving his goals. They also drew up Oliver’s
developmental plan together. Felicity is a very easy-going
person, and this is transferred to her working style. She wants
the best for everyone and when training Oliver, she advises him
to always trust his instincts and do what he considers best.
Felicity believes that every client comes with their own unique
circumstances and that an agent has to adapt their behaviour to
suit the client’s needs. At the outset, it was also decided, in
consistency with the organisational policy that Oliver’s
performance appraisal would include a detailed log compiled by
Felicity regarding important instances of good and poor
1. Which of the three main approaches to measuring
performance would be most suitable to Oliver’s job? Provide
a reason for your answer with reference to the scenario. (4)
The most suitable approach to measuring Oliver's performance
in this scenario would be the results-oriented approach. This
approach focuses on the outcomes and results achieved by an
employee, which is particularly relevant in sales roles like that
of an estate agent.
In Oliver’s case, his performance can be measured by the
number of properties he sells, as this is directly linked to the
commission structure (20% commission on each property sold).
The agency's policy of determining the best salesperson based
on the highest number of properties sold aligns perfectly with
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