Download - Motivation of Sales Force
Process and Factors in Motivation
Everil Fernandes -Sahyadri College of Eng & Mgt
Introduction Motivation………………
Sales manager needs to understand
the process of motivation and uses it to
improve the organisational efficiency
A sales Manager stimulates the sales
person to work efficiently , establish
cordial relationship between the sales
managers and sales people
To satisfy the economic, social, and
human needs of the sales person
To seek the cooperation of the
salesperson in achieving the sale targetEveril Fernandes -Sahyadri College of Eng & Mgt
Motivation Process
Motive
Goal
Behaviour Tension Reduction
Everil Fernandes -Sahyadri College of Eng & Mgt
Motivation Process
1.Motive
Motives prompt to action
Motives are primary energizer of behaviour
and explains the reasons for behaviour
Motives are largely subjective and
represent the mental picture of the sales
person by explaining the rationale of
human behaviour
Motives arise continuously and determine
the general direction of the sales persons
behaviour
Everil Fernandes -Sahyadri College of Eng & Mgt
Motivation Process…………
2. BehaviourThe behaviour of the salesperson consists of
series of activities that the person does by
being motivated to achieve organisational
and individual goals.
The salesperson’s motives are directed
towards goals and very often create a state
of disequilibrium
These stages of disequilibrium arises due to
the imbalances between the physiological
and Psychological states of the sales person.
The behaviour of attaining goals tends to
restore the balanceEveril Fernandes -Sahyadri College of Eng & Mgt
Motivation Process…………
3.Goal
The goals chosen by an individual
person depends on various factors like
The cultural norms and values
The sales persons inherited
capabilities
Influence of personal learning and
experiences
Type and level of mobility in the
physical and social world of the
sales person Everil Fernandes -Sahyadri College of Eng & Mgt
Factors influence the motivation of the salesperson
The factors may be grouped as
Personal characteristics
Environmental Conditions
Organizations policies and
procedures
Everil Fernandes -Sahyadri College of Eng & Mgt
People with different personal characteristics, have
different perceptions of the link between effort ,
performance, and rewards
Career stages influence the level of motivation
because the effort expended and the outcomes
expected will undergo changes as a person moves
from one level of the career to another.
Factors influence the motivation of the salesperson
Everil Fernandes -Sahyadri College of Eng & Mgt
Stages of career:
Exploration Stage
Establishment Stage
Maintenance Stage
Disengagement Stage
Everil Fernandes -Sahyadri College of Eng & Mgt
Environmental factors include variations in the territory
potential and the strength of competition
Organisational factors that influence the motivation level
of the sales person are the type and nature of sales
supervision , span of control within the organisational
hierarchy , leadership styles followed in the organisation,
methods and types of communication, incentives and
compensation policies
Factors influence the motivation of the salesperson
Everil Fernandes -Sahyadri College of Eng & Mgt
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Everil Fernandes -Sahyadri College of Eng & Mgt