Motivating Your Sales Force
Gower 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 action activities answer approach areas basis become behaviour calls carried changes commission communicate company's compete consider customers decisions develop direct director earning effective effort employees Enjoyed example executive factors feel field Figure findings frequently give given human identified important incentive schemes increase individual industrial influence interests involved knowledge leadership major means meeting ment motivation nature needs never objectives offer operate orders organisations performance personnel planned poll position practical present problems promoted question reasonably recognition recruitment responsibility rewards salary sales force sales job sales manager salesmen satisfaction satisfactory satisfied seldom selection selling skill social staff standards status style success tasks Theory things tion tive usually