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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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Presentation Transcript
slide2

17

Chapter

17-2

agenda
Agenda
  • Motivation
  • Compensation and Benefit
  • Leader Style & Evaluation
motivation of the sales force
Motivation of the Sales Force
  • 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
  • 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
  • The basic compensation plan
  • Special financial incentives
  • Nonfinancial rewards
  • Leadership techniques
  • Management control procedures
compensation is more than money
Compensation Is More Than Money
  • 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…
  • 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…
  • 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…
  • 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…

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…
  • Bonus: individual or group
    • Across-the-board bonus
    • Performance bonus
    • Sales contests
the total compensation package
The Total Compensation Package
  • People choose a sales career for both nonfinancial and financial reasons
  • The salesperson receives numerous forms of nonfinancial compensation
nonfinancial rewards are many
Nonfinancial Rewards Are Many
  • 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
  • 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
slide21
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
  • Planning
  • Staffing
  • Training
  • Directing
  • Evaluating
the basic sales management functions2
The Basic Sales Management Functions
  • 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
  • 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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