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Motivation, Compensation, Leadership, and Evaluation of Salespeople. Chapter. 17. Dudut Urip Prasetyo [email protected] 17. Chapter. 17- 2. Agenda. Motivation Compensation and Benefit Leader Style & Evaluation. Motivation of the Sales Force. Motivating salespeople at two levels

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Motivation compensation leadership and evaluation of salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Chapter

17

DudutUripPrasetyo

[email protected]


17 Salespeople

Chapter

17-2


Agenda
Agenda Salespeople

  • Motivation

  • Compensation and Benefit

  • Leader Style & Evaluation


Motivation of the sales force
Motivation of the Sales Force Salespeople

  • Motivating salespeople at two levels

    • Motivation of the individual salesperson

    • Motivation of the entire sales force

  • Motivation is the arousal, intensity, direction, and persistence of effort directed toward job tasks over a period



The basic sales management functions1
The Basic Sales Management Functions Salespeople

  • Directing average

  • people to perform at

  • above-average levels

  • Motivational

  • Compensation

  • Leadership


The motivation mix choose your ingredients carefully
The Motivation Mix: Choose Your Ingredients Carefully Salespeople

  • The basic compensation plan

  • Special financial incentives

  • Nonfinancial rewards

  • Leadership techniques

  • Management control procedures


Compensation is more than money
Compensation Is More Than Money Salespeople

  • Sales performance can be rewarded in three fundamental ways

    • Direct financial rewards

    • Career advancement

    • Nonfinancial compensation

  • Although a sales reward system is not the only means of motivating salespeople, it is the most important



Compensation is more than money cont
Compensation Is More Than Money, cont… Salespeople

  • Three basic plans of financial compensation

    • Straight salary plan

    • Straight commission plan

    • Combination plan


Compensation is more than money cont1
Compensation Is More Than Money, cont… Salespeople

  • Straight salary plan

    • Advantages to the salesperson

    • Advantages to management

    • Disadvantages to the straight salary plan

    • When to use the straight salary plan


Compensation is more than money cont2
Compensation Is More Than Money, cont… Salespeople

  • Straight commission plans

    • Three basic elements of straight commission

      • Pay is related directly to performance

      • A percentage rate of commission is attached to the unit

      • A level at which commissions begin or change is established


Compensation is more than money cont3
Compensation Is More Than Money, cont… Salespeople

Combination plans

  • Salary and commission

  • Salary and bonus: individual bonus or group bonus

  • Salary, commission, and bonus: individual bonus or group bonus


Compensation is more than money cont4
Compensation Is More Than Money, cont… Salespeople

  • Bonus: individual or group

    • Across-the-board bonus

    • Performance bonus

    • Sales contests


The total compensation package
The Total Compensation Package Salespeople

  • People choose a sales career for both nonfinancial and financial reasons

  • The salesperson receives numerous forms of nonfinancial compensation


Exhibit 17 4 salary and fringe benefits for a new representative
Exhibit 17-4: Salary and Fringe Benefits Salespeople for a New Representative


Exhibit 17 4 salary and fringe benefits for a new representative1
Exhibit 17-4: Salary and Fringe Benefits Salespeople for a New Representative


Nonfinancial rewards are many
Nonfinancial Rewards Are Many Salespeople

  • Achievement or recognition awards

  • Transfer to larger, more challenging sales territories or promotion to key account management

  • Sales manager’s praise


Leadership is important to success
Leadership Is Important to Success Salespeople

  • Leadership

  • The leader’s task and relationship behavior

    • Task behavior involves the leader in describing the duties and responsibilities of an individual or group

    • Relationship behavior is people-oriented


Exhibit 17 5 four basic leadership styles a sales manager can select from to influence salespeople
Exhibit 17.5: Four Basic Leadership Styles a Sales Manager Can Select From to Influence Salespeople


Exhibit 17.6: A Sales Manager Can Choose One of These Leadership Styles Based on the Salesperson and the Situation


Sales management functions
Sales Management Functions Leadership Styles Based on the Salesperson and the Situation

  • Planning

  • Staffing

  • Training

  • Directing

  • Evaluating


The basic sales management functions2
The Basic Sales Management Functions Leadership Styles Based on the Salesperson and the Situation

  • Evaluating the past toguide the future

  • Performance criteria

  • Conducting sessions


Performance evaluations let people know where they stand
Performance Evaluations Let People Know Where They Stand Leadership Styles Based on the Salesperson and the Situation

  • Management control system

  • Performance evaluation – what is it?

  • Reasons for performance evaluation

  • Who should evaluate salespeople?

  • When should salespeople be evaluated?

  • Performance criteria

  • Quantitative performance criteria

  • Qualitative performance criteria

  • Conducting the evaluation session



Performance evaluations let people know where they stand cont
Performance Evaluations Let People Know Where They Stand, cont…

  • Conducting the evaluation session

    • Both manager and salesperson should be prepared for the interview

    • Be positive

    • Actually review performance

    • Finalize the performance evaluation

    • Summarize the total performance evaluation

    • Develop mutually agreed-on objectives

    • Formalize evaluation and objectives



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