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Sales Force Motivation.

What is Motivation ?

Dimensions of Motivation. Intensity.

Persistence.

Direction.

Why Motivation ?

Are there Specific Methods for the same ? Motivation at different Career Stage.

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Cont

Motivation > Effort > Performance >

Rewards > Satisfaction.

Motivation can be Intrinsic as well asExtrinsic.

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Motivational Process.

Recognise Need deficiency.

Search for ways to satisfy Needs.

Establish Goal directed Behaviour. Performance.

Rewards / Punishment.

Process Needs (Reassess).

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Motivation Theories.

Cognitive Approach (Focus on human needs anddesires that are internalised and provide impetus to human

behaviour)

Content Theory (What motivates people).

Process Theory (How people are motivated).

Non Cognitive Approach (Emphasis onOperating Conditions. Behaviour is a Result of consequences).

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Cont : Maslows Need Hierarchy

Model.

Process of Motivation is directed towards

achievement of Satisfaction of Needs.

Physiological

Safety

Belongingness

Self-Esteem

Self Actualisation

Hierarchy of Needs

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Features of Maslow Theory

Urge to fulfil Needs is a prime factor.

Human Needs are complex, multiple and interrelated.

Human Needs can be arranged in a hierarchy. Needs will be fulfilled in successive orders from

lower to higher.

As a Need is fulfilled, another Need emerges.

Satisfied need does not help in Motivation.Unsatisfied needs are Motivational Stimulators.

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Application

Challenging Job

Creativity and Achievement in work.

Job Title, Responsibility.

Recognition and Promotion.

Liking and Respect from others.

Job Security, Fringe Benefits.

Compensation.

Working Conditions.

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Herzbergs Motivation Model.

Hygiene Factors.

Company Policy.

Working Conditions.

Technical

supervision.

Inter Personal

Relations. Salary, Job Security.

Motivational Factors

Achievement.

Recognition.

Growth.

Responsibility.

Work itself.

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Salient Features

Dissatisfaction due to Job Context, Satisfactiondue to Job Content.

Must to maintain Hygiene Factors at a Specific

Level, otherwise Dissatisfaction. Motivational Factors lead to Improvement in

Performance.

Job Satisfaction and High Performance lead to

Job Enrichment. Todays Motivators are Next days Hygiene

Factors.

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Process Theory (Equity Theory)

Evaluation of Self > Evaluation of Others >

Comparison of Self and Others > Perceived

Feeling of Equity or Inequity.

Inputs : Time, Effort, Education, Experience,Training, Ability.

Outputs : Pay, Promotion, Recognition,

Security, Benefits, Personal Development.

Compare : Persons Output / Persons Inputs

With Others Output / Others Inputs.

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Applications

Maslows Theory : Determine best

possible Incentives.

Herzbergs 2 Factor Theory : Job

provides conditions that prevent

Dissatisfaction. Management must provide

opportunities for Achievement,

Recognition, Responsibility, Growth.

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Non Financial Factors

Sales Contests.

Sales Conferences.

Positive Feedback. Reward and Recognition.

Persuasion.

Meetings with Manager.