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Sales Motivation

This document discusses various factors that motivate sales forces, including liking to meet new people and travel, understanding different cultures, earning good money, and avoiding a routine schedule. It provides an overview of motivation theories from Maslow and Herzberg. Maslow's hierarchy of needs positions physiological needs at the bottom and self-actualization at the top. Herzberg's two-factor theory separates job satisfaction factors like achievement from job dissatisfaction factors like company policies. The document questions how these theories can be applied to motivate salesforces through both financial and non-financial incentives.

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177 views9 pages

Sales Motivation

This document discusses various factors that motivate sales forces, including liking to meet new people and travel, understanding different cultures, earning good money, and avoiding a routine schedule. It provides an overview of motivation theories from Maslow and Herzberg. Maslow's hierarchy of needs positions physiological needs at the bottom and self-actualization at the top. Herzberg's two-factor theory separates job satisfaction factors like achievement from job dissatisfaction factors like company policies. The document questions how these theories can be applied to motivate salesforces through both financial and non-financial incentives.

Uploaded by

Gten U
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Sales force Motivation

 Liking for meeting new people all the time


 Liking for travelling to different places
 Liking for understanding different cultures
 Eating exotic foods
 Staying in good hotels at company cost
 Earning good money
 Getting freedom from constant bossing
 Avoiding routine life(9 to 5 schedule)
 Wearing smart dress to work
 Travelling first class

Good reasons for a sales job


 Drive to initiate an action.

 The intensity of effort in an action

 The persistence of effort over

What is Motivation??
 Frequent rejection
 Physical separation from company
support
 Direct
influence on quality of sales
presentation
 Indirect influence on performance

Why motivation
 “the desire to make an effort to fulfill a
need is motivation”
 Motivation includes three dimensions:
Direction, Intensity and persistence.
 Motivation may also be Intrinsic or
extrinsic
 Maslow’s hierarchy of needs:

Sales force motivation


Self
Actualisation

Esteem needs

Social needs

Safety needs
Physiological needs
Food, clothing, shelter, health
care

Maslow’s theory
MASLOW’S HIERARCHY OF NEEDS
Intense job challenge, full potential, full
expression, creative expansion.

Achievement, respect, recognition,


responsi-
bility, prestige, independence, attention,
importance, appreciation.

Belonging, acceptance, love, affection,


family
and group acceptance, friendships.

Security, stability, dependency, protection,


need for structure, order, law, tenure,
pension,
insurance.

Hunger, thirst, reproduction, shelter,


clothing,
air, rest.
 “Two factor theory” of motivation
 Hygiene ,maintenance, or job context
factors.( dis satisfiers )
 Achievement, challenge, advancement,
growth in the job. (satisfiers )

Frederick Herzberg theory


 Why is motivation of sales force more
important than for employees in any other
sphere of activity?
 How does Maslow’s hierarchy help in
motivating the salesforce?
 What is the importance of non-financial
incentives in motivating the salesperson?

Questions for thought


9

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