Motivation

1) The three dimensions of motivation are intensity, persistence, and direction.

-Intensity refers to the amount of mental and physical effort put forth by the salesperson.

-Persistence describes the salespersons choice to expend effort over time, especially when faced with adverse conditions.

-Direction implies that salespeople choose where their efforts will be spent amoung various job activities.

3) The optimal reward system balances the needs of the organization, its salespeople, and its customers against one another. This means that the reward system is directly in line with the organizations goals, and rewards the salespeople for either going beyond that goal or reaching it.

6) W.B. Mason office supplies believes in setting goals at the beginning of the year that the salespeople have to reach in order to get the reward. Also they have recruited highly educated, highly talented and extremely motivated people. At the beginning of the fiscal year all 500 of their salespeople meet at a resort and only the top 20 sales professionals are recognized for their outstanding performance the year before. They are awarded great prizes, but are also recognized by the owners of the company and their peers.

10) -Select salespeople whos motives correlate directly with the organizations goals and rewards.

-Attempt to incorporate individual need with the needs of the company.

-Provide the correct jobs description to ensure the proper skill development is in place for the salesperson.

-Use job design and redesign as motivational tool.

-Concentrate on building the self-esteem of salespeople.

-Take a proactive approach to seeking out motivational problems and sources of frustration in the salesforce.