July 2015
Beginner
112 pages
2h 22m
English
Content preview from Sales Management (The Brian Tracy Success Library)Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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TWELVE
Satisfy Salespeople’s Basic Needs
Everyone has basic needs that must be met before people can perform at their best. One of your jobs as the sales manager is to structure the work so that these needs are satisfied and the salesperson is both psychologically and emotionally free to achieve sales results.
Maslow’s Hierarchy
Psychologist Abraham Maslow was famous for his hierarchy of needs, the discovery that each person has five basic needs, each of which has to be satisfied to a certain level before the next need could be satisfied.
The first of these basic needs is the need for survival. The survival instinct is the most powerful of all emotions. If physical survival is threatened, we think of nothing else. We lose all interest in the ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.