CHAPTER 7
Salesperson Performance: Motivating the Sales Force
LEARNING OBJECTIVES
Salespeople operate in a highly dynamic, stressful environment outside of the company. As we have already seen in Chapter 6, there are many factors that influence the salesperson’s ability to perform. One of the most critical factors is motivation. It is very important that sales managers understand the process of motivation and be able to apply it to each individual in the sales force in such a manner as to maximize his or her performance potential.
After reading this chapter, you should be able to:
- Understand the process of motivation.
- Discuss the effect of personal characteristics on salesperson motivation.
- Understand how an individual’s career stage influences ...
Get Sales Force Management, 13th Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
