Published by:
Harvard Business Publishing
Length: 8 pages
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Abstract
A study indicates four factors which individually and in combination greatly affect salesperson motivation: the nature of the task; the personality, particularly the strength of the salesperson''s need for achievement; the type of compensation plan; and the quality of management. Why the four variables work together is unclear; they do, however, continually impact each other.
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Abstract
A study indicates four factors which individually and in combination greatly affect salesperson motivation: the nature of the task; the personality, particularly the strength of the salesperson''s need for achievement; the type of compensation plan; and the quality of management. Why the four variables work together is unclear; they do, however, continually impact each other.