TITLE

Special Abstracts Section National Conference in Sales Management

AUTHOR(S)
Randall, E. James
PUB. DATE
June 1989
SOURCE
Journal of Personal Selling & Sales Management;Summer89, Vol. 9 Issue 2, p59
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
This article presents abstracts of the papers presented at the National Conference on Professional Selling and Sales Management. The paper "Emphasis on the Individual Can Lead to a More Effective Sales Motivation Program," by Helen Vassallo, John Lanasa and Campbell focuses on the motivation factors of sales personnel. Sales managers need to be able to understand the fundamental factors that motivate sales personnel. Sales motivation is unique in the way that it can be directly tied to the performance of the sales department. Therefore, if the sales department is not performing, the results will be vividly displayed in the sales revenue. If the person needs to be structured and disciplined, the sales manager must be willing to pay close attention to the person. Another paper "The use of Career Stages as a Sales Force Motivational Tool," by James B. DeConinck, and Jerry M. Kopf also focuses on the motivation factors. Motivating salespeople is an important part of the sales manager's job. Prior research on motivating salespeople has found that motivation is a multiplicative function of a salesperson's expectancies, instrumentalities, and valences. These studies have shown that factors such as self-esteem, a challenging job, task variety and complexity, and leadership style are correlated with motivation.
ACCESSION #
6652161

 

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