Unit -4

OPERATIONAL SALES MANAGEMENT

TOPICS
 Selection

 Training

 Motivation

 Motivational theories

 Compensation
Selection
 Selection means choice, choice of person,
suitable for job .for the job out of several
persons offered their services to the
organisation.

 Selection also implies picking and hiring a

few people for a large number of people
Selection Procedure
 Selection
 Medical examination
 Reference check
 Employment interview
 Employment test
 Application bank
 Preliminary interview
 Reception of interview
Training
 Defining training aim- why it is necessary

 Deciding training context- what is to be learn

 Selection training methods

 Evolution training program

Methods of training
 On job training

 Classroom training program

 Vestibule training

 Apprenticeship
Motivation
 Motivation is the act of stimulating some one
or oneself to get a desired course of action
to push the right button to get desired action.

 Motivation is the process of attempting to

influence others to do your will through the
possibility of gain or reward.
Motivational theories-cognitive
approach
 Content theory  Process theory

1 Maslow theory
 1 Vroom’s expectency
theory
 2Porter’s and lawler
2 Herzberg theory
model

3 alderfer’s theory  3 Equity theory

4 theory X and Y  4 self concept theory

Non cognitive theory
 Reinforcement theory
How to control sales force
 Establishing standards

 Measuring and recording performance

 Evaluating actual performance

 Taking corrective action

Thank You