sales personal motivation
TRANSCRIPT
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Motivating Sales Personnel
TC/IS/2011/MS/144Sales Management & DistributionMMT:3083Department of Business & Management StudiesFaculty of Communication & Business StudiesTrincomalee CampusEastern University of Sri Lanka
YOU CAN
Yes
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What is Motivation
Motivation Is A Goal Direction Behavior Underlining Which Are Certain Needs Or Desires.
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Sales Personnel Motivation
As applied to sales personnel , motivation is the amount of effort the salesperson desire to expand on the activities associated with the sales job.
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Why Sales Personnel Require Additional Motivation
Inherent Nature Of The Sales Job Tendency Toward Apathy Salesperson’s Boundary Position And Role Conflict Maintaining A Feeling Of Group Identity
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Inherent Nature Of The Sales Job
Salespeople to miss many attractive parts
of family life.
Salespeople interact with many Pleasant
and Unpleasant customers.
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Tendency Toward Apathy
2010
2015
Same
customer
Same
Territory
Same
customer
Same
Territory
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Salesperson’s Boundary Position And Role Conflict
Sales Person
Customer Sales Management
Company order
fulfillment
Competitors sales person
Conflict
Conflict
Conflict
Conflict
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Maintaining A Feeling Of Group Identity
• Improving group performance
• Maintaining Group spirit
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Need Gratification and Motivation
Sales personnel individual behave depend upon the nature of their fulfilled and unfulfilled needs.
They try to fulfill difference set of need difference way.
Because of that, we also use different motivation pattern to motivate them.
cont.…………..
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Need Gratification and Motivation
Hierarchy of NeedMotivation Hygiene theoryAchievement-Motivation TheoryExpectation ModelInequity Theory
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-Maslow’s Hierarchy of Need-
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Physiological Needs Safety Needs
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Social Needs Esteem Needs
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Self Actualization Needs
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-Herzberg Motivation Hygiene theory-Motivation
FactorsHygiene Factor
Responsibility SupervisorAchievement Company policyWork Itself SalaryRecognition Work ConditionAdvancement SubordinatesGrowth Potential Job SecuritySatisfaction
(not dissatisfy)
Dissatisfaction(not satisfy)
Neutral Point
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-Achievement-Motivation Theory-
A person spend considerable time thinking about doing his or her
job better ,accomplishing some thing unusual and important ,or
advancing his or her career ,that individual has a high need for
achievement.
Those who have high need for achievement
Take personal responsibility for find solution.
Tend to set attainable achievement goal.
Want feedback how they are doing.
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-Vroom’s Expectation Model-
IndividualNeed
(goals)
IndividualBehavior(Effort)
OrganizationalReward/
Punishment
IndividualPerformance
Perceived effort –performance
relationship
Perceived performance
–Reward/Punishment relationship
RECYCLING
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-Adam’s Inequity Theory-For a sales person ,inequity can be felt in the following area-:
Monetary RewardsWork LoadPromotionDegree of RecognitionSupervisory behaviorTargetsTasks
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Individual meeting with supervisor
Regular accompaniment
Merit promotion rather than "dead man shoes"
participation in setting sales target
Sales force meeting
Sales contest
Bigger car for higher sales turn over
Fear for unemploynent
0 5 10 15 20 25 30 35 40
Column1 Series 1
-Motivating Factor for sales People
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Interdependence and Motivation Sales Executive
Sales Person
Order 1
2
1. .A sales person wholly depend on superior
2.The sales person and superior are fully interdependent.(equal depend both way)
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-Motivation and Leadership-
Effective sales executives are leaders rather than drivers.
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-Motivation and Communication-
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