Exam (elaborations)
Chapter 7- Sales Performance. Motivating the Sales Force Questions and Answers
- Course
- Institution
Chapter 7- Sales Performance. Motivating the Sales Force
[Show more]
Content preview
Chapter 7- Sales Performance.Motivating the Sales Force
Motivation - answer1) an individual's choice to initiate action on a certain task
2) expend a certain amount of effort on that task,
3) Persist in expending effort over a period of time
-For our purposes, definition is the amount of effort the sales person desires to expend
on each task or activity associated with the job
Expectancy Theory - answerthe level of effort expended by a salesperson on each job-
related task will lead to some level of performance on some performance dimension
- It is assumed that a salespersons performance on some of these dimensions (sales
volume, profitability, new accts generated) will be evaluated and compensated
Motivation is determined by three sets of perceptions: - answer1) Expectancies
2) Instrumentalities
3) Valence for Rewards
Expectancies - answerthe perceived linkages between expending more effort on a
particular task and achieving improved performance
Instrumentatlities - answerthe perceived relationship between improved performance
and the attainment of increased rewards
Valence for Rewards - answerthe perceived attractiveness of the various rewards the
salesperson might receive
Expectancies pt. 2: - answerthe salesperson's perceptions of the link between job effort
and performance
- sales managers are concerned with magnitude and accuracy
Accuracy of Expectancy Estimates - answerHow clearly the salesperson understands
the relationship between effort expended on a task and the resulting achievement on
some performance dimension
-When salespeople's expectancies are inaccurate, they're likely to misallocate job
efforts. Improve by working "smarter not harder"
Magnitude of Instrumentality Estimates - answerthe firm's compensation plan
-affected by salesperson's personal characteristics
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $13.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
83100 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now