Selling Today: Partnering to Create Value, 14/e

Sales Force Motivation

1. 17.5 Explain effective sales force motivation practices

It is helpful to note the difference between internal and external motivation. An internal motivation is an intrinsic reward that occurs when a duty or task is performed. If a salesperson enjoys calling on customers and solving their problems, this activity is in itself rewarding, and the salesperson is likely to be self-motivated.31 Internal motivation is likely to be triggered when sales positions provide an opportunity for achievement and individual growth. External motivation is an action taken by another person that involves rewards or other forms of reinforcement that cause the worker to behave in ways to ensure receipt of the award.32 A cash bonus given to ...