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Everil Fernandes -Sahyadri College of Eng & Mgt

Introduction Motivation………………

Sales manager needs to understand the process

of motivation and uses it to improve the
organisational efficiency
A sales Manager stimulates the sales person to
work efficiently , establish cordial relationship
between the sales managers and sales people
To satisfy the economic, social, and human
needs of the sales person
To seek the cooperation of the salesperson in
achieving the sale target
Everil Fernandes -Sahyadri College of Eng & Mgt
 Motivation Process

Motive

Behaviour Tension Reduction

Goal

Everil Fernandes -Sahyadri College of Eng & Mgt

 Motivation Process
1.Motive

Motives prompt to action

Motives are primary energizer of behaviour

and explains the reasons for behaviour

Motives are largely subjective and represent

the mental picture of the sales person by
explaining the rationale of human behaviour

Motives arise continuously and determine the

general direction of the sales persons
behaviour
Everil Fernandes -Sahyadri College of Eng & Mgt
 Motivation Process…………

The behaviour of the salesperson consists of series

2. Behaviour
of activities that the person does by being motivated
to achieve organisational and individual goals.
The salesperson’s motives are directed towards
goals and very often create a state of disequilibrium
These stages of disequilibrium arises due to the
imbalances between the physiological and
Psychological states of the sales person.
The behaviour of attaining goals tends to restore the
balance

Everil Fernandes -Sahyadri College of Eng & Mgt

 Motivation Process…………
3.Goal

The goals chosen by an individual person

depends on various factors like
 The cultural norms and values
 The sales persons inherited capabilities
 Influence of personal learning and
experiences
 Type and level of mobility in the
physical and social world of the sales
person
Everil Fernandes -Sahyadri College of Eng & Mgt
Factors influence the motivation of the salesperson

The factors may be grouped as

Personal characteristics

Environmental Conditions

Organizations policies and

procedures

Everil Fernandes -Sahyadri College of Eng & Mgt

Factors influence the motivation of the salesperson

 People with different personal characteristics, have different

perceptions of the link between effort , performance, and rewards

 Career stages influence the level of motivation because the effort

expended and the outcomes expected will undergo changes as a
person moves from one level of the career to another.

Everil Fernandes -Sahyadri College of Eng & Mgt

Stages of career:

 Exploration Stage

 Establishment Stage

 Maintenance Stage

 Disengagement Stage

Everil Fernandes -Sahyadri College of Eng & Mgt

Factors influence the motivation of the salesperson

 Environmental factors include variations in the territory

potential and the strength of competition

 Organisational factors that influence the motivation level of the

sales person are the type and nature of sales supervision , span

of control within the organisational hierarchy , leadership

styles followed in the organisation, methods and types of

communication, incentives and compensation policies

Everil Fernandes -Sahyadri College of Eng & Mgt
 Queries????

Everil Fernandes -Sahyadri College of Eng & Mgt