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Motivating The Sales Force: Sales Management: A Global Perspective
Motivating The Sales Force: Sales Management: A Global Perspective
Define motivation;
Understand the complexity of motivation;
Explain the main theories of motivation;
Understand the impact of cultural differences on motivation;
Explain various tools available for motivating the global sales
force; and
Discuss the relationship between motivation and job satisfaction.
Chapter 10: Motivating the Sales Force
What is motivation?
Understanding motivation
Belongingness needs
Security needs
Physiological needs
Physiological needs (e.g., basic salary); security needs (e.g., pension plan); belongingness
needs (e.g., friends in work group); esteem needs (e.g., job title); self actualisation needs
(e.g., challenging job).
Source: Maslow, 1943)
Chapter 10: Motivating the Sales Force
Existence (E) Relatedness (R) and Growth (G) needs are structured
in a hierarchical order. The theory postulates that:
Discussion Question
Taxonomy of causes:
Locus of control dimension (causes that are within [internal] or
outside [external] the individual);
Stability dimension (causes that are stable or unstable)
Control dimension (causes that are controllable or uncontrollable)
Chapter 10: Motivating the Sales Force
The theory starts from the point that a salesperson has determined to
engage in an activity and argues that a person’s inclination to act in
a particular way is influenced by the:
Anticipated result (goal);
Intention (will), which implies:
Effort (will-act); and
Strategy to reach the goal (object oriented content).
Goal difficulty and goal specificity are two important aspects that
shape performance.
Chapter 10: Motivating the Sales Force
Discussion Question
Achieved status (e.g., what you have done) Ascribed status (e.g., who you are)
Inner direction (e.g., conscience is located inside) Outer directed (e.g., examples are located outside)
Sequential time (e.g., time is a race) Synchronous time (e.g., time is a dance)
Need for respect (e.g., need to be seen as experts who can give advice)
Need for routine (e.g., need to follow a routine that must not be interrupted)
Need for stimulation (e.g., need to seek outside stimulation and challenges)
Job satisfaction refers to all characteristics of the job itself and the
work environment which salespeople find rewarding, fulfilling, and
satisfying.
Summary