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  • Motivation

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    The document discusses motivation, compensation, and leadership techniques for sales managers. It covers financial incentives like salary, commissions, bonuses, and trips as well as non-financial rewards like praise, recognition, and challenging work. It also discusses leadership styles, methods of personal contact and communication, and management control procedures like performance evaluations and quotas that sales managers use to influence and lead their salespeople.

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    The document discusses motivation, compensation, and leadership techniques for sales managers. It covers financial incentives like salary, commissions, bonuses, and trips as well as non-financial rewards like praise, recognition, and challenging work. It also discusses leadership styles, methods of personal contact and communication, and management control procedures like performance evaluations and quotas that sales managers use to influence and lead their salespeople.

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    Attribution Non-Commercial (BY-NC)
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    4 views1 page

    Motivation

    Uploaded by

    mark_torreon
    The document discusses motivation, compensation, and leadership techniques for sales managers. It covers financial incentives like salary, commissions, bonuses, and trips as well as non-financial rewards like praise, recognition, and challenging work. It also discusses leadership styles, methods of personal contact and communication, and management control procedures like performance evaluations and quotas that sales managers use to influence and lead their salespeople.

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    Attribution Non-Commercial (BY-NC)
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    Chapter 17 MOTIVATION , COMPENSATION, LEADERSHIP Motivation Mix : The Basic compensation Salary Commissions Fringe benefits Special Financial

    Incentives Contests Bonuses Trips Non-financial Rewards achievement Award Challenging work Assigns. Psychological rewards Praise Recognition Leadership Techniques Style Personal Contact Methods (feedback) National, regional, district meetings Individual Meetings Letters, telephone calls joint sales calls Management Control Procedures Performance evaluation Quotas Reports Leadership is the process by which sales manager attempts to influence their salespeople. Task behavior the manager closely supervises the salespersons to make sure that the job is done correctly. Manager tells the salespeople how to . When to , what , who relationship behavior two way communication

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