MOTIVATING SALES PERSONNEL

Submitted by:Saransh Gupta

MOTIVATION

•Motivation is a Latin word, meaning “to move”.

•A motive is an inner state that energizes, activates, moves or

channels behaviour towards goal. Motivation is the process of

creating organisational conditions which will impel employees to

strive to attain company goals.

•The purpose of motivation is to create conditions in which people

are willing to work with interest, loyalty and a sense of

responsibility.

PROCESS OF MOTIVATION

MOTIVE GOAL BEHAVIOUR

TENSION REDUCED

MOTIVE: Motive prompts people to action. Motive provides an activatin thrust towars reaching a goal. The need for food and water are translated into hunger drives or motives. The need for friends becomes a motive for affiliation.

GOAL: Motives are generally directed towards goals. Motives generally create a state of psychological imbalance. Attaining goals restores balance.

BEHAVIOUR: Behaviour is a series of activities to be undertaken. Behaviour is directed to achieve a goal.

THEORIES OF MOTIVATION

•Maslow’s hierarchy of needs

•Hertzberg’s dual factor theory

•“Theory X and Theory Y” of Douglas McGregor

•McClelland’s Theory of Needs

•The Carrot and the Stick Approach

Maslow’s Hierarchy of Needs

Hertzberg’s Dual Factor Theory

“Theory X and Theory Y” of Douglas McGregor

The Carrot and the Stick Approach

MOTIVATIONAL TOOLS

IMPORTANCE OF MOTIVATION

•Organisations are run by people. Hence managers cannot afford to

avoid a concern with human behaviour at work. This is because the

motivated employees are more productive and quality conscious than

apathetic ones.

•Motivation as a pervasive concept affects and is also affected by a host

of factors in the organisation. It enables managers to understand why

people behave as they behave.

•Organisational effectiveness becomes, to some extent, the question of

management’s ability to motivate its employees. Hence an appreciation

of motivation helps the managers how to motivate their employees.

•Machines become necessary in case of complex technology. However

these remain inefficient vehicles of effective and efficient operations

without man to operate them. Therefore organisations need to have

employees with required capability and willingness to use the advanced

complex technology to achieve the organisational goals.

•With the realisation that organisations will run in more complex medium

in future, an increasing attention has been given to develop employees

as future resources. This facilitates the managers to draw upon them as

and when organisation grow and develop.

THANK YOU