The Measurement Of Sales Force Motivation Revisited

Topics:
Forecasting
Tags:
ESSEC-MediaLab,
Sales,
Sales Force,
Sales Force Management,
Sales Strategy
Source:
ESSEC-MediaLab

FREE Registration is required

Overview: Motivating salespersons is one of the most important aspects of sales force management. The prevalent sales force motivation research stream relies essentially on Vroom's expectancy theory. In spite of its widespread use, this theory is shown to present a number of shortcomings when applied to many sales force situations. The purpose of this paper is to outline a mathematical formulation of a salesperson's motivation to perform a certain type of activity: That is in line with the compelling logic of Vroom's motivation expectancy theory; That includes relevant sales force concepts; and that can potentially address typical sales force motivation situations.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 199KB | Date: Apr 2004 | Pages: 11

People who downloaded this item also downloaded

White Paper Secrets To Getting The Sales Job You Want
White Paper Learn How Maintaining High Levels Of Motivation Can Increase Sales
White Paper Sales Force Management & Leadership: Increase Profitability by Understanding Your Sales Team
White Paper Sales Force Assessment and Strategy
Case Study Case Study: Sales and Channel Management

Top results from Forecasting

White Paper Streamline Your Business with Innovative Tools
Case Study Nikon Corporation - New CRM Software Gives Sales and Management More Flexibility
Webcast Microsoft Dynamics Webcast: Increase Sales Productivity by Creating a Connected and Collaborative Sales Force (Level 100)
Download IBM® Industry Podcast series: Tips for Thriving in Today's Economy with BPM.
White Paper Sales and Marketing Trends 2000

» View all Forecasting listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).