Rashmi Josh had been a district sales manager with Find Productions for ten years. She was recognised by her peers and supervisors as a person who managed departement in a good way. However, everyone realised that Rashmi was extremely ambitious and was seeking a higher -level management position. When one of her sales representatives did a good job, she would attempt to take the credit. However, if a problem arose, she through it was not her fault. When the marketing manager retired, Rashmi applied for the position.The company decided to do a through search because of the responsibility and importance associated with the position. When the search was concluded, the decision was made to fill the position by a person from outside the company. The consensus of top management was that Rashmi, although a good district sales manager might have difficulties in working with her new peer groups. they felt that she might displease the other managers if she tries to take credit for their work and, as a result, their performance would suffer. Rashmi was heart-broken. She had wanted that particular job for a long time and had dedicated all her energies towards obtaining it. She became very despondent and her work deteriorated. The department functioned inspite of her, not because of her. Decisions were made slowly if at all and she began to be late with her sales reports. Although her sales staff continued to be productive, Rashmi could not take the credit. When the new marketing manager took over, one of the first major problems that he confronted was how to motivate and inspire Rashmi to her former level of performance. He recogniised that Rashmi had been with the company for a long time but something had to be done to motivate her to perform really well. ,brgt Identify the element of directing in the absence of which Rashmi's performance deteriorated.

Explanation

Absence of motivation lead to a deterioration of Rashmi's performance. Motivation means the process of making subordinates to act in a desired manner to achieve organisational goals.