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    Sales Management-Chapter 10

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    furqaan tahir
    This chapter discusses motivation of salespeople. It covers motivation theories like Maslow's hierarchy of needs, Herzberg's two-factor theory, and expectancy theory. It also discusses factors influencing motivation like personal characteristics and organizational policies. The chapter outlines designing a motivational program with objectives, tools, individual/group methods, communication, and feedback. It concludes by discussing motivational issues for new recruits, experienced internal recruits, unsuccessful experienced salespeople, and successful experienced salespeople.

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    Sales Management-Chapter 10

    Uploaded by

    furqaan tahir
    85 views15 pages
    This chapter discusses motivation of salespeople. It covers motivation theories like Maslow's hierarchy of needs, Herzberg's two-factor theory, and expectancy theory. It also discusses factors influencing motivation like personal characteristics and organizational policies. The chapter outlines designing a motivational program with objectives, tools, individual/group methods, communication, and feedback. It concludes by discussing motivational issues for new recruits, experienced internal recruits, unsuccessful experienced salespeople, and successful experienced salespeople.

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    This chapter discusses motivation of salespeople. It covers motivation theories like Maslow's hierarchy of needs, Herzberg's two-factor theory, and expectancy theory. It also discusses factors influencing motivation like personal characteristics and organizational policies. The chapter outlines designing a motivational program with objectives, tools, individual/group methods, communication, and feedback. It concludes by discussing motivational issues for new recruits, experienced internal recruits, unsuccessful experienced salespeople, and successful experienced salespeople.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    85 views15 pages

    Sales Management-Chapter 10

    Uploaded by

    furqaan tahir
    This chapter discusses motivation of salespeople. It covers motivation theories like Maslow's hierarchy of needs, Herzberg's two-factor theory, and expectancy theory. It also discusses factors influencing motivation like personal characteristics and organizational policies. The chapter outlines designing a motivational program with objectives, tools, individual/group methods, communication, and feedback. It concludes by discussing motivational issues for new recruits, experienced internal recruits, unsuccessful experienced salespeople, and successful experienced salespeople.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 15

    Sales Management

    Chapter 10
    Chapter 10

    Sales Force Motivation


    Learning Objectives
    • Understand the meaning and nature of motivation
    • Explain motives and the drives behind motivation

    • Know the theories associated with the understanding of motivation


    • Discuss the various principles of motivation
    • Outline the factors influencing the motivation of a salesperson

    • Know the process and methods of motivation


    • Design a motivational programme for a sales organization
    Process of Motivation

    Motive

    Behaviour Tension
    reduction

    Goal
    Motives and Motivational Drives
    • Primary • Security
    • General • Achievement
    • Secondary • Approval
    • Loyalty
    • Advancement
    • Leadership
    • Human behaviour
    Theories of Motivation

    • Content

    • Process

    • Reinforcement
    Content Theories
     Need hierarchy theory
     Hertzberg’s two factor theory
     Alderfer’s ERG theory
     McGregor Theory X and Y
     Z theory of William Ouchy
    Maslow’s hierarchy of needs

    Self-actualization need
    10%

    Esteem need
    20%

    10%
    Social need

    20% Safety need

    10%
    Physiological need
    Herzberg’s Two-factor Theory
    Neutral state of motivation, satisfaction, High state of motivation, satisfaction, and
    and performance performance
    Extrinsic/content/hygiene/maintenance Intrinsic/context/motivators/satisfiers
    • Corporate policy and administration • Achievement
    • Relationship with supervisor • Recognition
    • Work conditions • Work
    • Salary • Responsibility
    • Relationship with peers • Advancement
    • Personal life • Growth
    • Relationship with subordinates
    • Status
    • Security
    • Supervision
    Process Theories
    Equity theories
    Explain the relationship of employee motivation with the perception
    and feelings of the salespeople.

    Expectancy theory
    Was propounded by Victor Vroom who stated that motivation is a
    product of three factors, namely, valence (emotional orientations
    people hold w.r.t. outcomes), expectancy and instrumentality.
    Expectancy Theory
    • Specifically, Vroom says that an individual's motivation is
    affected by how much they value any reward associated
    with an action (Valence), how much they believe that by
    putting effort into something they will be able to generate
    good results (Expectancy) and how much they believe
    that generating good results will
    Expectancy Theory
    E-P expectancy P-O expectancy Valence of the outcome of
    Perceived likelihood of Perceived likelihood of V (Anticipated satisfaction
    successful performance of receiving an outcome given of each outcome)
    a given effort successful performance

    Outcome 1

    Effort Performance Outcome 2

    Outcome 3
    Factors influencing the motivation of the
    salesperson
    • Personal characteristics

    • Environmental conditions

    • Organizational policies
    The four stages of salespeople progress during their career:
    1. Exploration stage
    2. Establishment stage
    3. Maintenance stage
    4. Disengagement stage
    Designing a Motivational Programme
    • Programme objective
    • Motivational tools
    • Individual methods
    • Group methods
    • Communication
    • Auxiliary environment
    • Feedback
    Motivational Issues and Evolving Needs
    Company
    Company

    New
    New Experienced
    External new recruits Internal recruits
    New
    • Enculturate into company
    • Socialize into sales force • Socialize into sales force
    • Clarify sales role • Clarify sales role responsibilities
    responsibilities
    Sales
    profession
    Hired guns Old hands
    Unsuccessful Successful
    Experienced
    • Enculturate into company • Review job Fitness • Recognize
    • Socialize into sales force • Supervise and coach achievement
    • Clarify sales role • Improve working • Develop new
    responsibilities environment skills

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