Job Characteristics: What Makes the Sales Job Special?
The sales job interacts with and influences a salesperson's individual motivators. The types of sales jobs that exist in a company help determine the most effective motivational strategies.
Even though sales positions vary depending on the company's product, markets, and objectives, there are some general principles that apply to most sales jobs. These can be divided into customer, performance, and company characteristics.
Salespeople and the Customer
Most salespeople work alone in a customer-centered job. Coworkers are not usually available for debriefing, celebration, or commiseration after a sales call. Social interaction can be infrequent, and the customer, who makes the purchase decision, ...
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