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Motivation of Sales People

Motivation of Sales People

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Published by: ramanrockstar21 on Jan 16, 2011
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02/28/2013

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Motivating the Sales Force
ByDr. Vikas Dahiya
 
W
hat is motivation?
Motivation is the inner force that guides behavior and isconcerned with the causation of specific actions.Motivation is a three-dimensional construct consisting of thefollowing:
Intensity
or the magnitude of mental activity and physicaleffort expended towards a certain action;
Persistence
or the extension of the mental activity and physical effort over time; and
Direction
or the choice of specific actions in specificcircumstances.
 
U
nderstanding motivation
Motivation should be understood at two levels:
What 
motivates salespeople
 How
salespeople choose their action
(
the reasons behind the
intensity
(
the
direction
or decision to engage inand
 persistence
of mental and specific actions in specific physical effort expended)circumstances)

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