Date of Award
1997
Document Type
Thesis
Degree Name
Master of Business Administration
Department
Business
First Advisor
Daniel W. Kemper
Second Advisor
Jan Kniffen
Third Advisor
Joe Ancona
Abstract
The purpose of this study is to develop a reference manual for managers to examine on a periodic basis and refresh their memories about the motivational process and its importance in the field of sales.
Research has shown that individuals are motivated differently to achieve specific goals and those who are positively motivated definitely out perform those who are not. In the field of sales, this is extremely important. This project illustrates motivational theory, personality types, a managers role, a sales persons role, and a variety of different motivational techniques.
This project is not intended to teach managers how to motivate sales personnel, but spark the creative thought process for detailing a motivational plan for each individual sales representative. Therefore, this manual will serve only those managers willing to participate and expend the energy to get inside of the minds of the sales people they manage .
Recommended Citation
Denker, Kel T., "Motivating Sales Personnel" (1997). Theses. 628.
https://digitalcommons.lindenwood.edu/theses/628
Creative Commons License
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