The Role Of Motivation, Remuneration And Training For Sales Management

924 Words Jul 1st, 2015 4 Pages
questions. Sales skills are important in building lasting relationships with clients as well as persistence and tenacity. The sales force should be able to overcome rejection and handle sales objectives bravely thus bounce back and close the sale. The expertise and knowledge of marketing should make a marketing executive innovative and flexible and experience makes them realistic and goal-driven. Technology has change the way recruitment and selection of personnel is done in organizations. There are various career hosting sites where managers can source for new sales teams and can even contact recruiting companies that select employees on behalf of a firm. This saves companies the time and spend advertising and recruiting talent thus source directly, therefore, a position can be vacant in one day and filled the next morning.
3.2 The Role of Motivation, Remuneration and Training in Sales Management
Managers use both intrinsic and extrinsic motivators to their sales staff to ensure that they achieve more orders. Extrinsic motivation is done through compensations, such as increases in the sales commission rates. However, this kind of motivation can at times lead to unsatisfactory results, especially when a salesperson reaches their maximum potential, therefore, not reliable and sustainable. This thus calls for intrinsic motivators, which seeks to bring out an executive’s internalized commitment to success. The manager takes the role of a coach and a mentor to the sales…

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