Motivating Your Sales ForceGower Publishing, Ltd., 1995 - 132 pages A practical guide to developing a realistic programme of motivation. It describes ways of satisfying sales staff, while at the same time meeting planned objectives. The final chapter is designed to help the reader construct a programme for action in relation to his or her own sales force. |
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achieve approach areas autocracy awards colleagues commission company's compete competitive creative customers decisions director Douglas McGregor earning effective effort Employee opinion poll Enjoyed factors fast moving consumer feel field sales manager Frederick Herzberg frequently helpful somewhat helpful Herzberg human behaviour hygiene factors identified important incentive schemes individual industrial insecurity job enrichment job satisfaction management job Maslow ment need for security need for status never organisations panies payment by results Peter Principle planned sales objectives problems profit programme promoted recognition recruitment and selection remuneration responsibility rewards sales force sales job sales performance sales personnel sales results sales staff sales targets sales territory salesmen and saleswomen satisfactory reasonably satisfactory satisfied scientific management seldom self-actualisation selling job selling technique skill social standards Straight salary success tangible Theory Theory X tion tive train and develop usually whilst