tailieunhanh - Lecture Dalrymple's sales management: Concepts and cases – Chapter 11: Motivating salespeople

This chapter presents the following content: What is motivation? reasons for motivating salespeople, what goals are most important? how successful were you at reaching your goals? maslow’s hierarchy of needs, an exercise to determine your motivational needs,. | Part V SALES FORCE LEADERSHIP Chapter 11: Motivating Salespeople What is Motivation? Drive to initiate an action. The intensity of effort in an action The persistence of effort over time. Frequent rejection Physical separation from company support Direct influence on quality of sales presentation Indirect influence on performance Reasons for Motivating Salespeople What Goals are Most Important? Expand Visibility of Sales Increase Sales Revenue Enhance Company Credibility Build the Brand How Successful Were You at Reaching Your Goals? Expand Visibility of Sales Increase Sales Revenue Enhance Company Credibility Build the Brand Most Successful Least Successful Maslow’s Hierarchy of Needs Self-Actualization Self-Esteem Love-Belonging Safety-Security Physiological Intense job challenge, full potential, full expression, creative expansion. Achievement, respect, recognition, responsibility, prestige, independence, attention, importance, appreciation. Belonging, acceptance, love, affection, family and group acceptance, friendships. Security, stability, dependency, protection, need for structure, order, law, tenure, pension, insurance. Hunger, thirst, reproduction, shelter, clothing, air, rest. To perform the exercise, read through the following statements check those which are most important in motivating you to do your best work. Select the ten most important statements. 629 Job security 847 Being trusted to do my job the way I think it should be done. 333 Participating in work group conversations. 311 Having adequate shelter to protect from the elements. 836 Having a job which allows me time with my family. 151 Having an opportunity for personal growth. 937 Socializing with my friends. 743 Being considered for an advancement opportunity. 431 Working with other people. 819 Having children. 458 Doing something meaningful with my life. 757 Being in a position to contribute new ideas. 828 Having an . | Part V SALES FORCE LEADERSHIP Chapter 11: Motivating Salespeople What is Motivation? Drive to initiate an action. The intensity of effort in an action The persistence of effort over time. Frequent rejection Physical separation from company support Direct influence on quality of sales presentation Indirect influence on performance Reasons for Motivating Salespeople What Goals are Most Important? Expand Visibility of Sales Increase Sales Revenue Enhance Company Credibility Build the Brand How Successful Were You at Reaching Your Goals? Expand Visibility of Sales Increase Sales Revenue Enhance Company Credibility Build the Brand Most Successful Least Successful Maslow’s Hierarchy of Needs Self-Actualization Self-Esteem Love-Belonging Safety-Security Physiological Intense job challenge, full potential, full expression, creative expansion. Achievement, respect, recognition, responsibility, prestige, independence, .

• Marketing - Bán hàng
• Sales management
• Dalrymples sales management
• Lecture Dalrymples sales management
• Motivating salespeople
• Ethical leadership
• Sales force leadership
• Sales opportunity management
• Qualifying prospects
• Sales force activities
• Dalrymple's sales management
• Lecture Dalrymple's sales management
• Sales program planning
• Management decisions
• Strategy implementation decisions
• Sales force program decisions
• Sales force organization
• Strategic account programs
• Product specialist organization
• Sales training
• Sales training process
• Determining training needs
• Recruiting and selecting personnel
• Sales force competencies
• Selecting sales personnel
• Account relationship management
• Decision making process
• Newly appointed sales manager
• Fundamentals of sales management
• Current sales culture
• Embracing change
• Communication styles
• Strategies for improving communications
• Personal selling
• Marketing mix
• Selling consequences