Chap17 - Chapter 17 Motivation,Compensation,Leadership,

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Motivation, Compensation, Leadership,  and Evaluation of Sales People  Chapter 17
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C h a p t e r 17
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17-3 Main Topics Main Topics The Tree of Business Life: Management Motivation of the Sales Force The Motivation Mix:  Choose Your  Ingredients Carefully Compensation Is More Than Money The Total Compensation Package
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17-4 Main Topics Main Topics Nonfinancial Rewards Are Many  Leadership Is Important to Success Performance Evaluations Let People Know  Where They Stand Sales Managers Use Technology
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17-5 The Tree of Business Life:  Management Guided by  The Golden Rule The Golden Rule : Remember that, as a sales  manager, you impact the lives of  your salespeople and their families Help make your salespeople  successful by putting their interests  above your own Remember that people come before  power, influence, and wealth (PIW) I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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17-6  Motivation of the Sales Force Motivating salespeople at two levels Motivation of the individual salesperson Motivation of the entire sales force Motivation is the arousal, intensity, direction,  and persistence of effort directed toward job  tasks over a period
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17-7 The Basic Sales Management  Functions
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17-8 Directing average people to perform at above-average levels Motivational Compensation Leadership The Basic Sales Management  Functions
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17-9 The Motivation Mix: Choose Your  Ingredients Carefully The basic compensation plan Special financial incentives Nonfinancial rewards Leadership techniques Management control procedures
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17-10 Exhibit 17-1: Sales Manager’s  Motivation Mix
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap17 - Chapter 17 Motivation,Compensation,Leadership,

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