(Sales have dropped! Larry Hunter, the Marketing Manager of B&N, calls a meeting to solve the problem.)
Larry:	I'm sorry to have called this meeting at such short notice. Did you all get a copy of the sales figures?
G R A:	(Together) Yes.
Larry:	Good. So you have seen from my memo the purpose of this meeting. Firstly, we need to figure out the reason for the drop, and secondly, what we should do about it. It might not be easy, but I want to finish the meeting by 3:00.
Gregory:	OK.
R A:	(Together) Uh-huh.
Larry:	Now, Amy, what do you think?
Amy:	Well, there's a lot more competition out there now.
Larry:	That's true, but our prices are competitive.
Richard:	In my opinion, the salespeople are not very motivated. We need to do something to encourage them to get out there and sell.
Amy:	I think they're working pretty hard already.
Larry:	But it's not hard enough, Amy! They need something to give them a bit of a push. What about the bonus system? How many salespeople get bonuses now?
Amy:	Not many.
Larry:	Really? Why not?
Amy:	The sales quotas are pretty high. You have to make $60,000 in sales. That's a lot. Most people average about $45,000.
Gregory:	Per month?
Amy:	Yes.
Richard:	Well, maybe we should lower our quotas.
Larry:	How's that going to motivate them, Richard?
Richard:	If we lower the quotas, it will be easier for the salespeople to reach them. So more people will get ...
Amy:	I don't see the point. How's that going to increase sales?
Larry:	Let him finish.
Richard:	Well, I think the quotas are just too high. The salespeople don't think they can reach them so they don't try. But, if someone is making, say, $45,000, and if the target is $50,000, then they'll work just a little bit harder to reach $50,000.
Gregory:	I see what you mean. And if they get a nice bonus at $50,000 then they'll work even harder the next month.
Larry:	Yes. You've got a good point! Let's come up with a proposal for lower quotas.