TITLE

Motivating industrial sales reps: A 6-point plan

AUTHOR(S)
Winer, Leon
PUB. DATE
February 1982
SOURCE
Marketing News;2/19/1982, Vol. 15 Issue 17, p7
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
This article presents a discussion on how to motivate sales representatives. A motivation plan must include task clarity, incentive pay, and job enrichment. Social status play an important role in motivation plans because most representatives enter the sales profession to improve their status. Awards and other forms of recognition are sought never fully satisfy the hunger for more status. Money rewards can help because they enable the representatives to acquire the symbols of status. Status-enhancing rewards include special club memberships, invitations to special meetings, prizes, and titles.
ACCESSION #
19002918

 

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