Chapter 9. Motivating the Sales Force
This chapter explores sales force motivation, the fuel that moves salespeople to act. Motivation is a major factor in a salesperson's performance.
This chapter is designed to help you:
Understand the five universal motivators: achievement, social affiliation, power, ego gratification, and survival
Understand special features of the sales job that affect motivation
Develop programs and management strategies that appeal to each of these five universal motivators to improve sales force performance
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