Scribd Logo
Upload

Welcome to Scribd!

  • 35 views

    Salesperson Performance: Motivating The Sales Force

    Uploaded by

    khushiY
    This document discusses motivating salespeople through different factors including psychological processes, personal characteristics, career stages, supervision styles, and compensation policies. It explains that motivation involves initiating, expending effort, and persisting in effort over time. Personal traits like satisfaction and demographics can affect motivation levels. Career stages generally involve exploration, establishment, maintenance, and disengagement as people age. Close supervision and frequent communication can impact motivation, as can incentive structures and compensation policies within the sales force.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd

    Salesperson Performance: Motivating The Sales Force

    Uploaded by

    khushiY
    35 views12 pages
    This document discusses motivating salespeople through different factors including psychological processes, personal characteristics, career stages, supervision styles, and compensation policies. It explains that motivation involves initiating, expending effort, and persisting in effort over time. Personal traits like satisfaction and demographics can affect motivation levels. Career stages generally involve exploration, establishment, maintenance, and disengagement as people age. Close supervision and frequent communication can impact motivation, as can incentive structures and compensation policies within the sales force.

    Original Description:

    motivation

    Original Title

    Motivation(2).ppt

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    PPT, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This document discusses motivating salespeople through different factors including psychological processes, personal characteristics, career stages, supervision styles, and compensation policies. It explains that motivation involves initiating, expending effort, and persisting in effort over time. Personal traits like satisfaction and demographics can affect motivation levels. Career stages generally involve exploration, establishment, maintenance, and disengagement as people age. Close supervision and frequent communication can impact motivation, as can incentive structures and compensation policies within the sales force.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    35 views12 pages

    Salesperson Performance: Motivating The Sales Force

    Uploaded by

    khushiY
    This document discusses motivating salespeople through different factors including psychological processes, personal characteristics, career stages, supervision styles, and compensation policies. It explains that motivation involves initiating, expending effort, and persisting in effort over time. Personal traits like satisfaction and demographics can affect motivation levels. Career stages generally involve exploration, establishment, maintenance, and disengagement as people age. Close supervision and frequent communication can impact motivation, as can incentive structures and compensation policies within the sales force.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 12

    Salesperson Performance: Motivating the Sales Force

    Management of the Modern Sales Force Marketing 6228

    Psychological Process of Motivation


    Motivation

    to:

    is an individuals choice

    Initiate action on a certain task Expend a certain amount of effort on that task Persist in expending effort over a period of time

    Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

    Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

    Personal Characteristics Affecting Motivation


    Individual

    rewards Demographic variables Job experience Psychological variables personality traits and attribution of meaning to performance

    satisfaction with current

    Satisfaction

    Intense job challenge, full potential, full expression, creative expansion. Achievement, respect, recognition, responsibility, prestige, independence, attention, importance, appreciation.

    Self-Actualization

    Self-Esteem

    Love-Belonging

    Belonging, acceptance, love, affection, family and group acceptance, friendships.


    Security, stability, dependency, protection, need for structure, order, law, tenure, pension, insurance. Hunger, thirst, reproduction, shelter, clothing, air, rest.

    Safety-Security

    Physiological

    Abraham Maslow, 1938

    Management Implications

    Relationships between characteristics and motivation levels have two broad implications for sales managers:
    They suggest people with certain characteristics are likely to understand their jobs and their companies policies especially well Some personal characteristics are related to the kinds of rewards salespeople are likely to value and find motivating

    Career Stages and Motivation

    Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2006

    Relationship Between Career Concerns and Age


    Age Range
    Proportion of Career Concerns Sales Force Exploration 14%
    20 30 40 50 60 65

    Establishment
    Maintenance Disengagement

    29%
    42% 15%

    Source: Christen P. Heide, Dartnells 30th Sales Force Compensation Survey: (Chicago: Dartnell Corp., 1999)

    Causes of Plateauing
    Lack

    of a clear career path Boredom Failure to manage the person effectively

    Supervisory Variables and Leadership

    Closeness of supervision
    Most occupations prefer relatively free from supervision
    B-2-B salespeople prefer close supervision

    Span of control increased span of control results in decreased supervision


    Frequency of communication increased communication means decreased role ambiguity

    Incentive and Compensation Policies

    Policies concerning higher-order rewards can influence the desirability of such rewards Preferential treatment for stars may reduce morale The range of financial rewards currently received may influence the valences of additional financial rewards Earnings opportunity ratio

    The ratio of the total financial compensation of the highest paid salesperson to that of the average in a sales force
    higher ratio equals a higher valence

    You might also like

    pFad - Phonifier reborn

    Pfad - The Proxy pFad of © 2024 Garber Painting. All rights reserved.

    Note: This service is not intended for secure transactions such as banking, social media, email, or purchasing. Use at your own risk. We assume no liability whatsoever for broken pages.


    Alternative Proxies:

    Alternative Proxy

    pFad Proxy

    pFad v3 Proxy

    pFad v4 Proxy