Glengarry - "Always Be Closing Motivating Mantra or Absurd...

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“Always Be Closing”: Motivating Mantra or Absurd Axiom? HE 111 Paper 4: Glengarry Glen Ross LT Feliz 07DEC04
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HE 111 Paper 4: Glengarry Glen Ross LT Feliz “Always Be Closing”: Motivating Mantra or Absurd Axiom? Motivation: it can be positive or negative, and many believe that having a motivator helps get the job done. In David Mamet’s Glengarry Glen Ross, the characters have a very direct motivation to sell real-estate: close the deal or be fired. Regardless of any disadvantages (such as bad leads) a certain character may have, he is still expected to make do and sell property no matter the circumstances. Humans behave differently than they normally would when they are fighting for survival; people take risks they might not normally take and they push themselves to near-insanity. The high-stakes, do or die culture that the characters are obligated to live with is not a good way to do business because it forces them to go into survival-mode, which harms the company in the end. The mantra “Always be Closing” implies continuous pressure to sell, and with that comes constant competition. When the members of the office are forced to “get on the board, or get out”, they are made to make as many sales as possible in order to stay on the chalk board and away from the chopping block. Unfortunately, there are only a certain number of leads to go around, which sets up instant competition. Many times,
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