Management discussions

Two questions- use the attached document to answer both questions. Half a page response for each answer. 

Question one- minimum response of half page or 250 words 
Action-to-Results Connections essentially follows the “you get out of it what you put into it” cliché. Consider Example 3 involving Tom the salesperson. There is a disparity between the number he perceives and the actual number of cold calls that result in sales.

Explain why Tom’s perception of effectiveness varies so greatly from his manager’s grasp of reality.
Propose how you think Tom might react if his manager told him to stop conducting cold calls as a form of generating sales. Assume the role of his manager and justify your situation in a manner that keeps Tom motivated to sell pharmaceutical products.

Question 2- minimum response half a page or 250 words 
Refer to Table 7.1 Notice how the objective measurements in the first column connect with subjective evaluations of success in the second column. But, who is to decide the value of the subjective evaluations on the right? Do you agree with Richard Florida’s assertion: “Young people today see flexibility and creativity as key to professional status. A generation ago no one but an art student would have thought such a thing”? Why might this perception be changing in today’s world, and how do you think this will positively or negatively affect the practical productivity of our workforce?