Scribd
Upload
112 views12 pages

Sales Force Motivation.: - What Is Motivation ? - Dimensions of Motivation

This document discusses various theories and approaches to motivating sales forces, including: 1. Motivation can come from intrinsic and extrinsic factors and influences performance through effort and satisfaction. 2. Maslow's hierarchy of needs proposes that human motivation is directed towards fulfilling needs in a successive order from physiological to self-actualization. 3. Herzberg's two-factor theory separates motivators like achievement and recognition that improve performance from hygiene factors like salary that prevent dissatisfaction.

Uploaded by

Vikas
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
112 views12 pages

Sales Force Motivation.: - What Is Motivation ? - Dimensions of Motivation

This document discusses various theories and approaches to motivating sales forces, including: 1. Motivation can come from intrinsic and extrinsic factors and influences performance through effort and satisfaction. 2. Maslow's hierarchy of needs proposes that human motivation is directed towards fulfilling needs in a successive order from physiological to self-actualization. 3. Herzberg's two-factor theory separates motivators like achievement and recognition that improve performance from hygiene factors like salary that prevent dissatisfaction.

Uploaded by

Vikas
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
You are on page 1/ 12

Sales Force Motivation.

What is Motivation ? Dimensions of Motivation.


Intensity. Persistence. Direction.

Why Motivation ? Are there Specific Methods for the same ? Motivation at different Career Stage.

Cont
Motivation > Effort > Performance > Rewards > Satisfaction. Motivation can be Intrinsic as well as Extrinsic.

Motivational Process.
Recognise Need deficiency. Search for ways to satisfy Needs. Establish Goal directed Behaviour. Performance. Rewards / Punishment. Process Needs (Reassess).

Motivation Theories.
Cognitive Approach (Focus on human needs and
desires that are internalised and provide impetus to human behaviour) Content Theory (What motivates people). Process Theory (How people are motivated).

Non Cognitive Approach (Emphasis on


Operating Conditions. Behaviour is a Result of consequences).

Cont : Maslows Need Hierarchy Model.


Process of Motivation is directed towards achievement of Satisfaction of Needs.
Self Actualisation Self-Esteem Belongingness Safety Physiological

Hierarchy of Needs

Features of Maslow Theory


Urge to fulfil Needs is a prime factor. Human Needs are complex, multiple and inter related. Human Needs can be arranged in a hierarchy. Needs will be fulfilled in successive orders from lower to higher. As a Need is fulfilled, another Need emerges. Satisfied need does not help in Motivation. Unsatisfied needs are Motivational Stimulators.

Application
Challenging Job Creativity and Achievement in work. Job Title, Responsibility. Recognition and Promotion. Liking and Respect from others. Job Security, Fringe Benefits. Compensation. Working Conditions.

Herzbergs Motivation Model.


Hygiene Factors. Company Policy. Working Conditions. Technical supervision. Inter Personal Relations. Salary, Job Security. Motivational Factors Achievement. Recognition. Growth. Responsibility. Work itself.

Salient Features
Dissatisfaction due to Job Context, Satisfaction due to Job Content. Must to maintain Hygiene Factors at a Specific Level, otherwise Dissatisfaction. Motivational Factors lead to Improvement in Performance. Job Satisfaction and High Performance lead to Job Enrichment. Todays Motivators are Next days Hygiene Factors.

Process Theory (Equity Theory)


Evaluation of Self > Evaluation of Others > Comparison of Self and Others > Perceived Feeling of Equity or Inequity. Inputs : Time, Effort, Education, Experience, Training, Ability. Outputs : Pay, Promotion, Recognition, Security, Benefits, Personal Development. Compare : Persons Output / Persons Inputs With Others Output / Others Inputs.

Applications
Maslows Theory : Determine best possible Incentives. Herzbergs 2 Factor Theory : Job provides conditions that prevent Dissatisfaction. Management must provide opportunities for Achievement, Recognition, Responsibility, Growth.

Non Financial Factors


Sales Contests. Sales Conferences. Positive Feedback. Reward and Recognition. Persuasion. Meetings with Manager.

You might also like