behavior,role perception, and satisfaction of sales force
TRANSCRIPT
Behavior, Role Perceptions and Behavior, Role Perceptions and satisfaction of Sales Forcesatisfaction of Sales Force
SALES MANAGEMENT PRESENTATIONSALES MANAGEMENT PRESENTATION
ONON
ALIGARH MUSLIM UNIVERSITY,ALIGARH MUSLIM UNIVERSITY,
MALAPPURAM CENTREMALAPPURAM CENTRE
WAQARUDDIN SIDDIQUI
13-MBAK-10
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Learning Objectives
• Understand the model of salesperson performance
• Identify the various components that make up the model
• Discuss the role perception process
• Understand why salespeople are susceptible to role issues
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Determinants of Salesperson Performance
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Role Perceptions
• Perceived role conflict – arises when role demands of role partners are perceived as incompatible
• Perceived role ambiguity – occurs when necessary information to perform role is perceived as not available
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Role Perceptions
• Role inaccuracy – degree to which perceptions of demands are not accurate
• Importance of role perceptions• Can produce job dissatisfaction• Can affect motivation• In certain situations, can enable
salespeople to make beneficial creative decisions
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Determinants of Salesperson Performance
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
• Sales aptitude has sometimes been thought to be a function of:• Physical factors – age, attractiveness• Aptitude factors – verbal intelligence,
sales expertise• Personality characteristics – empathy,
sociability
Are Good Salespeople Born or Made?
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
leadership
• Optimism
• Resilience
• Self-motivations
• Personality
• Empathy
Personal Traits that Lead to Sales Success
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Determinants of Salesperson Performance
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Sales Skill Levels
• An individual’s learned proficiency at performing necessary tasks, including:• Interpersonal skills• Leadership• Technical knowledge• Presentation skills
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
McGraw-Hill/Irwin © 2005 The McGraw-Hill Companies, Inc. All rights reserved.
INNOVATION
Motivate Your Star Salespeople for Free
1. Understand personal difference
2. Encourage balance
3. Praise good work
4. Get out
5. Don’t play favorites
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Determinants of Salesperson Performance
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Rewards
• Extrinsic rewards – controlled and bestowed by people other than the salesperson• Pay• Financial incentives• Security• Recognition• Promotion
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Rewards
• Intrinsic rewards – things that salespeople primarily attain for themselves• Feelings of accomplishment• Personal growth• Self-worth
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Determinants of Salesperson Performance
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
Satisfaction
• Job satisfaction – all the characteristics of the job that salespeople find rewarding, fulfilling, and satisfying
• Extrinsic satisfaction – based on extrinsic rewards
• Intrinsic satisfaction – based on intrinsic rewards
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
EXHIBIT Job Satisfaction Dimensions
SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
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