【答案解析】{{B}}{{I}}Suggested answers:{{/B}}{{/I}} a．It is very important to motivate staff at all levels of a company. The principle of motivation refers to making sure that for the individual worker his work is interesting, challenging, and satisfying. To most employees, material rewards such as pay are not sufficient in themselves. So employer must do whatever he can to motivate his staff. If staff members at all levels work in high mood, and take great satisfaction from their work, they will certainly provide customers with good products and service. And then the customers will take satisfaction from goods and service. Business is largely based on good customer relations. Good customer relation means retention of a considerable number of loyal customers. As we all know, loyal customers will take good care of your business. b．“Nothing happens until someone sells something.”Like many adages, this phrase emphasizes a point of great importance to any business or institution, but taken literally it may be misleading or untrue. A great many activities should take place before“someone sells something”. You will have to do a lot of things. Among them, one thing is to motivate staff. Because you need staff to do a lot of jobs, such as market research, production of inventory, transportation to warehouses, purchasing of raw materials, financing of inventory, promotion, etc. Their good service will give individual consumer pleasure, and make consumer feel joyful. If you know how to motivate staff, you are bound to succeed. [提示] material reward物质奖励。loyal customer忠实顾客。 adage谚语，格言。 {{B}}附录：{{/B}} {{B}}What can the manager do, if anything, to increase motivation of his subordinates?{{/B}} {{B}}{{I}}Suggested answer:{{/B}}{{/I}} We can identify five general approaches to be used by the manager: (a) Hiring motivated people (b) Stimulating the workers (c) Changing the task structures (d) Improving the physical environment (e) Developing the social environment {{B}}What is the source or origin of motivation?{{/B}} {{B}}{{I}}Suggested answer:{{/B}}{{/I}} Three possible sources of motivation of people in organizations are: (a) something arising internally in an individual, (b) a factor coming from an external source, or (c) some combination of both external and internal factors. {{B}}If motivation is assumed to be internally derived, then what the manager should do to deal with it? {{/B}} {{B}}{{I}}Suggested answer:{{/B}}{{/I}} In that ease, the manager needs to confine his attention to the identification and hiring of motivated employees. {{B}}If motivation is something subject to significant external influence with respect to the individual, then what the manager should do to deal with it?{{/B}} {{B}}{{I}}Suggested answer:{{/B}}{{/I}} The manager can focus (a) on exerting influence on the worker directly, (b) on changing the nature of his position, (c) on creating a different physical environment, or (d) on developing a social environment in which the worker will be more easily motivated. If motivation is assumed to result from some combination of internal and external factors, then the manager must consider the exercise of all of the above approaches.