Motivating Sales Personnel

1. Dr. Gopal Thapa
Nepal Commerce Campus

2.  The word motivation is derived from latin word
movere which means “ to move”.
 Motivation is the arousal, intensity, direction, and
persistence of effort directed toward job tasks over
a period.
 ------------Charles M. Futrell
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3.  The primary purpose of motivation is to aid
salesmen to satisfy their goals by stimulating
them to improve the efficiency of their work.
 The company wants to increase sales and profits at
a minimum cost whereas the sales person is
interested in maximizing his earnings.
 Compensation is a prime motivation for the
salesmen
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4.  Motivation can be carried out through financial
and non-financial incentives.
 It is a continuous process that carries on as the
expectation of the sales person keep changing
from time to time.
 Objectives of motivation:
1. To stimulate the salesmen to improve their efficiency.
2. To establish cordial relationship between the managers and salesmen.
3. To maintain high morale among the salesmen.
4. To seek cooperation of the salesmen in achieving the sales target.
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5.  A lot of obstacles for the salesman, e.g. don't
entertain the salesmen by giving orders.
 No family life, e.g. always enveloped in the market and the traders.
 Acute competition e.g. competitive products.
 No fixed hour of working, e.g. night or early morning
 Dissatisfaction in work, e.g. repetitive work and monotonous
 Under pressure from the customer and his
supervisor, e.g. sandwiched between the two parties.
 Too much of traveling and away from home, e.g. health
problem
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6.  No group relationship and alone most of the time.
 Lesser opportunities to socialise with their kith
and kin.
 Motivation helps to build the morale of the
salesman; it is a driving force for the salesman.
 Motivation can overcome the tiredness and
inactiveness of the salesman so that he can
perform to the best of his ability.
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7. 
Objectives The objectives of motivation must be determined by the salesmen,
the main aim of motivation is to encourage the salesman

Needs The needs of the salesman must be satisfied
 Motivation of Salesmen can be motivated through financial or non-
financial incentives or both;
 Communication It is necessary that the communication be already
understood, it should be simple and should give special instructions to the salesmen.
The interest of the company as well as that of the salesman must always be kept in
mind so that both are mutually benefited
 Feedback The result achieved from the motivation program must be evaluated so
that the effectiveness of the motivational program can be assessed.
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8. Maslow's Hierarchy of Needs -.FLV
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9. Factors for Satisfaction Factors for Dissatisfaction
Achievement Company Policies
Recognition Supervision
The work itself Relationship with Supervisor and Peers
Responsibility Work conditions
Advancement Salary
Growth Status
Security
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10.  Higher salary
 More commission
 Other monetary incentives
 Profit sharing
 Travelling allowance
 Bonus, etc.
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11.  Business is on the threshold of a new era of human
and social concern, which will inevitably result in
greater attention to total human resource
development by sales management".
…Dawson
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12.  Meeting between Manager and Sales Force
 Clarity of Job
 Sales Targets or Quotas
 Sales Contest
 Sales convention and Conferences
 Positive Effect (praise, positive feedback, and human warmth,
Friendship, support etc)
 Leadership Style of the Manager (Inspirational leadership )
 Freedom to Work
 Reward and Recognition (salesman of the month/year"
congratulation telegrams from members of top management, sales
trophies, offering memberships of social clubs, mention in
company's news letter, certificate etc)
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