Motivation Strategies
Figures 9-5 through 9-9 illustrate how the characteristics of the sales job favor various motivation strategies. The motivation strategies are divided into two types: program strategies and manager strategies. Program strategies are motivational programs that result from changing some of the sales force productivity drivers. Manager strategies are those that are used directly by sales managers. Manager strategies are valuable for motivation because they affect results rapidly. They can create a quick change, whereas program changes usually take longer.
| The Sales Job | Program Strategies | Manager Strategies |
|---|---|---|
| Success is usually measurable: sales, orders, profit, market share. | Measure ... |
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