Article Summary Report 1

Article Summary Report 1 - Article Summary Report Article:...

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Article Summary Report Article: What Counts Most in Motivating Your Sales Force I strongly agree that it is very difficult to answer the question that what motivates sales force? And it is even harder for sales managers to overcome what the shortage of talented salespeople could impede the growth in revenue. Successful sales managers recognized that recruiting and motivating hired employees are the most important elements to form a powerful and effective sales force. The two questions mentioned at the beginning of the article pointed out what sales manager are eager to understand the most: which factors have the most influence on motivation of salespeople; what are the implications for management and action and decision making. During a time of worker scarcity, a better understanding of basic human needs and of the methods that can sustain high levels of motivation among a company's sales staff is important for two reasons. First, organizations need to motivate and engage their best workers to increase the chances those workers will stick around. Second, when a
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This note was uploaded on 03/30/2012 for the course BUSINESS 300 taught by Professor Smith during the Spring '12 term at Aquinas.

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Article Summary Report 1 - Article Summary Report Article:...

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