A Multidimensional Approach to Motivating Salespeople
Article Abstract:
The multidimensional approach to salesforce motivation is examined. INDSALES is an instrument that has been developed for measuring the job satisfaction of industrial salespeople. However, since there are many shortcomings in this method, an alternative instrument is proposed. This instrument, called Disequilibrium, weighs the presently obtained job satisfaction scores by comparing them against standards set by the salesperson. The MADAM-T model is presented to help sales managers monitor the state of their employees' motivation continually. This model incorporates the multidimensional approach for motivating salespeople.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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Salespeople's use of entertainment and gifts
Article Abstract:
This study reports the findings from a national survey of salespeople concerning entertainment and gift giving practices among both consumer and industrial salespeople. The results indicate that industrial salespeople use various entertainment and gift giving practices more than consumer salespeople and that industrial salespeople appear to have a rational, and well-thought-out strategy involving entertainment and gift giving. Furthermore, entertainment is considered more important than gift giving from the sellers' perspective. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
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Recruiting wrong salespeople: Are the job ads to blame?
Article Abstract:
Research into the effectiveness of employment advertising in the sales industry is given. The research shows that most advertised sales positions are for under qualified personnel with poor sales experience and low pay.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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