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Full Description
A practical guide to developing a realistic programme of motivation. It describes ways of satisfying sales staff, while at the same time meeting planned objectives. The final chapter is designed to help the reader construct a programme for action in relation to his or her own sales force.
Contents
Theories of motivation; the selling job; financial incentives; direct incentives; the need for security; the need for status; the need for job satisfaction; how to identify motivational needs; time for action; the sales manager.
