SALESPEOPLE MOTIVATION AS KEY FACTOR IN ACHIEVING SALES MANAGEMENT GOALS IN HOTEL INDUSTRY

2006 ◽  
Vol 12 (2) ◽  
pp. 155-169
Author(s):  
Darko Lacmanović
Keyword(s):  
Sales Management ◽  
Hotel Industry ◽  
Working Hours ◽  
Sales Force ◽  
Three Dimensions ◽  
Sales Managers ◽  
Job Commitment ◽  
Sales Personnel ◽  
Key Factor ◽  
And Performance

Sales management acitivities such as monitoring, directing, evaluation and rewarding represents useful ways for increasing the salesperson job satisfaction and organizational commitment. Motivating the sales effort ussually include three dimensions: intensivity, persistence and choice. By inspiring salespeople on greater job commitment, sales managers keep managerial tools to stimulate latent sales efforts and performance. Rewarding system based on »straight« salary result in unmotivated sales personnel who, in that case, connect their work engagement solely with realization of working hours not with realization of sales volume. Segmentation of sales force, grouping the salespersons according to their motivation needs and offering them diverse rewarding systems per each group, presents inovative approach to challenges of motivation the salespeople.

Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study

1997 ◽  
Vol 61 (1) ◽  
pp. 39-50 ◽  
Author(s):  
Steven P. Brown ◽  
William L. Cron ◽  
John W. Slocum
Keyword(s):  
Goal Attainment ◽  
Sales Management ◽  
Theory Development ◽  
Positive Outcome ◽  
Sales Force ◽  
Management Theory ◽  
Performance Goal ◽  
And Performance ◽  
Goal Directed Behavior ◽  
The Relationship

The authors investigate the motivational effects of emotions in a sales force context. The personal stakes that salespeople have in a goal situation triggered anticipation of emotions that result from attaining or failing to attain their performance goal. Positive anticipatory emotions were positively related to volitions and mediated the relationship between personal stakes and volitions. Goal attainment was positively related to positive outcome emotions and negatively related to negative outcome emotions. Goal-directed behavior was positively associated with positive outcome emotions, independently of goal attainment. The findings suggest that emotions are an important driving force behind sales force motivation. The authors discuss the implications for sales management, theory development, and further research.

scholarly journals EXPLORING THE ASSOCIATION BETWEEN R&D EXPENDITURE AND THE JOB QUALITY IN THE EUROPEAN UNION

2020 ◽  
Author(s):  
Fernando Almeida ◽  
Nelson Amoedo
Keyword(s):  
European Union ◽  
Working Hours ◽  
Linear Analysis ◽  
Job Quality ◽  
Three Dimensions ◽  
The European Union ◽  
Key Factor ◽  
Socially Relevant ◽  
And Cluster Analysis

<p><em>Investment in research and development is a key factor in increasing countries' competitiveness. However, its impact can potentially be broader and include other socially relevant elements like job quality. In effect, the quantity of generated jobs is an incomplete indicator since it does not allow to conclude on the quality of the job generated. In this sense, this paper intends to explore the relevance of R&amp;D investments for the job quality in the European Union between 2009 and 2018. For this purpose, we investigate the effects of R&amp;D expenditures made by the business sector, government, and higher education sector on three dimensions of job quality. Three research methods are employed, i.e. univariate linear analysis, multiple linear analysis, and cluster analysis. The findings only confirm the association between R&amp;D expenditure and the number of hours worked, such that the European Union countries with the highest R&amp;D expenses are those with the lowest average weekly working hours.</em></p>

Sales Force Automation Usage and Performance

2011 ◽  
pp. 171-188
Author(s):  
Jason Wai Chow Lee ◽  
Osman Mohamad ◽  
T. Ramayah ◽  
Joyce Ong Sheau Ching
Keyword(s):  
Sales Force ◽  
Future Research ◽  
Salesperson Performance ◽  
Record Keeping ◽  
Sales Personnel ◽  
Sales Force Automation ◽  
Administrative Efficiency ◽  
Technology Adoption Model ◽  
Efficiency Control ◽  
And Performance

This chapter examines the relationships between SFA usage and sales performance among IT salesforce by adopting the technology adoption model (TAM). Data was collected from 150 IT sales persons in a questionnaire survey to examine the relationships between SFA usage (organizing, route plan, presenting and reporting, informing, support, processing and record keeping) and salesperson performance (efficiency, administrative efficiency, control and communication efficiency). Findings from multiple regression analyses indicate that route plan, organizing, presenting, reporting and processing have significant relationships with salesperson performance. The study suggests strongly the significant role of appropriate SFA usage in enhancing the performance of sales personnel in the IT industry. Implications and suggestions for future research on SFA are also presented.

Examining the use of sales force management practices

2017 ◽  
Vol 32 (7) ◽  
pp. 974-986 ◽  
Author(s):  
David A. Reid ◽  
Richard E. Plank ◽  
Robert M. Peterson ◽  
Gregory A. Rich
Keyword(s):  
Management Practices ◽  
Sales Management ◽  
Sales Force ◽  
Sales Manager ◽  
Future Research ◽  
Sales Managers ◽  
Market Place ◽  
Sampling Frame ◽  
Cross Sectional ◽  
Content Type

Purpose The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs. Design/methodology/approach Data for this paper were collected via a cross-sectional internet-based survey using a sampling frame provided by a professional sales publication. ANOVA was used to analyze 159 sales manager respondents. Findings Empirical results indicate that several differences are evident across the 68 SMPs items gathered, especially in terms of the size of the sales force and establish some data on using technology in sales management. However, in spite of significant changes in the sales environment, many SMPs have had limited change. Research limitations/implications The limitations of this paper include a sample frame drawn from a single source and via the internet and, thus, may have excluded some possible respondents from participation and somewhat limit generalizability. Practical implications The results of this paper raise a number of important issues for sales managers to consider. First, which SMPs should they be using? Managers need to give serious thought as to which practices they choose to use. Second, why are so many of them not making more extensive use of sales force technology? Third, is it wise for sales managers to be relying on executive opinion as their most extensively used forecasting method or should they be emphasizing another approach? A fourth issue is the continued heavy emphasis on generating sales volume as opposed to profits. Originality/value The data provide a rare and updated understanding of the use of SMPs by sales managers.

Getting stellar sales performance: why sales managers’ mentoring, coaching and technology capabilities make the difference

2014 ◽  
Vol 28 (5) ◽  
pp. 13-16
Author(s):  
Komal Khandelwal Das ◽  
Ashwani Kumar Upadhyay ◽  
Subrata Das
Keyword(s):  
Sales Force ◽  
Organizational Sustainability ◽  
Role Clarity ◽  
Sales Managers ◽  
Content Type ◽  
Sales Training ◽  
Sales Organization ◽  
The Difference ◽  
Strategic Relationships ◽  
And Performance

Purpose – The aim of this viewpoint is to distinguish the importance of sales managers’ attitude and role clarity in the context of mentoring, coaching and technology capabilities to achieve stellar sales force operations and performance. Design/methodology/approach – This report reviews the sales training literature to highlight how managerial interventions enhance competencies, behaviours and advanced level of selling orientation by mentoring and coaching construct. The concept of manager’s creativity and imagination is brought out to explain why it should be adapted and carried out in an era of vibrant and dynamic selling paradigm. Findings – Adapting and implementing the concept of mentoring and coaching in a personal or industrial selling context may provide sales organization and academicians a better reason of how leadership and personality traits of manager enhance learning transfer. Practical implications – Sales managers could develop appropriate new metrics based on market orientation for building strategic relationships, thereby eliminates ambiguity in sales-force function. Social implications – Increased sales result in sales force retention, organizational sustainability and economic growth. Originality/value – This paper introduces the concept of mentoring and coaching touch as improvement tactics to transform average salespeople into exceptional performers in contemporary selling to surpass productivity records.

scholarly journals Factor Influencing Depersonalization on Prison Employees

2016 ◽  
Vol 7 (1) ◽  
pp. 109
Author(s):  
Marinela Pane
Keyword(s):  
Research Method ◽  
Quantitative Research ◽  
Great Distance ◽  
Three Dimensions ◽  
Prison Staff ◽  
Factors Influencing ◽  
Key Factor ◽  
Low Levels ◽  
And Performance

The prison staff is a key factor in the progress of the institution which means that their behaviour directly affects the services it provides. Prisons aim serving the sentence and rehabilitation of prisoners. If the employees of the institution will feel tired, stressed, consume professionally then decrease their effectiveness and performance, which has a direct effect on the life of a prisoner. Professionals dehumanized do not help in achieving the final goal of rehabilitation and teaching positive behaviour of prisoners. This study investigates one of three dimensions of burnout, depersonalization. The aim is to measure the level of depersonalization of the prison staff and to identify the factors influencing it. Quantitative research method was used for data collection and analyse. Cristina Maslach Inventory is completed from 290 participants, aiming to measure the level of depersonalization. The study found out that male professionals, divorced, those who work with the target of the men, and an employee who had a great distance from the place of work were more dehumanized. The quality of relationship with superiors and colleagues affects depersonalization. The less level of communication and cooperation in organization the higher is the level of emotional exhaustion, consequently the level of depersonalization is higher. As conclusion the prevalence of depersonalization is evident in prison staff, but in low levels. Dominant factors influencing depersonalization are the quality of relationship with superiors and colleagues.

Effect of salesperson personality on sales performance from the customer’s perspective

2017 ◽  
Vol 51 (9/10) ◽  
pp. 1739-1767 ◽  
Author(s):  
Said Echchakoui
Keyword(s):  
Sales Performance ◽  
Sales Force ◽  
Sales Managers ◽  
Mediation Model ◽  
Salesperson Performance ◽  
Content Type ◽  
Social Reputation ◽  
And Performance ◽  
The Relationship ◽  
Structured Questionnaire

Purpose Drawing on socioanalytic theory, this paper aims to explore whether a moderation mediation model can describe the mechanism linking salesperson social reputation (perceived stability and plasticity) and performance (customer share of wallet) in relationship marketing. The mediator is the salesperson’s overall equity, and the moderator is the salesperson-customer congruence. Design/methodology/approach A structured questionnaire was used to obtain data from 233 customers, served by 44 personal finance advisors at five banking agencies in Canada. Findings A multilevel approach showed that both perceived stability and perceived plasticity predict salesperson equity and performance. In addition, the empirical results indicated that the relationship between perceived stability and salesperson performance is partially mediated by salesperson overall equity. However, equity fully mediated the relationship between perceived plasticity and salesperson performance. Finally, the salesperson-customer congruence moderated the effect of both perceived stability and plastic on the salesperson overall equity. Research limitations/implications This research suggests that the moderation mediation model enables predicting the relationship between the perceived personality and performance. From a managerial perspective, the author encourages sales managers to pay attention to salespersons’ equity development as well as their performance. Notably, the author suggests that sales managers support and monitor salespeople with regard to improving their social status as well as their social popularity in their interactions with customers. Originality/value Previous research in sales force literature focuses on salespersons’ self-personality to predict sales performance. To the best of the author’s knowledge, this study is the first to show it is important to consider the perceived personality of a salesperson in predicting their performance. This study is also the first to introduce the salesperson reputation concept and its dimensions (perceived stability and plasticity).

Mindfulness based Sales Management

2017 ◽  
Vol 10 (02) ◽  
Author(s):  
Anindo Bhattacharjee ◽  
Rimi Moitra ◽  
Amit Kumar ◽  
Anand Vardhan
Keyword(s):  
Paradigm Shift ◽  
Sales Management ◽  
Sales Managers ◽  
Leadership And Management ◽  
Management Framework ◽  
East And West

force behind effectiveness of businesses. Technology is no more the key differentiating factor especially in sales or selling. As a result, the view on responsibility of a salesperson, is undergoing a paradigm shift. In this paper, we would discuss the relevance of mindfulness in sales and would try to answer the question as to “how mindfulness can enhance the performance of salespeople and may lead to better sales leadership and management”. We intend to create a paradigm for developing better sales managers and more productive salespeople based on contemporary mindfulness based traits as well as practices. Salespeople possessing mindfulness as a trait would be termed as “Mindful salesperson” and the process of selling where mindfulness based practices are an integral part, would be broadly termed as “Mindful selling”. Thus on the basis of the notions of the east and west we create attention, awareness openness and acceptance as the corner stones of the Mindfulness Based Sales Management framework.

scholarly journals Building Information Modeling Methods for Post-Earthquake Retrofitting Visualization of Buildings Using Augmented Reality

2021 ◽  
Vol 11 (12) ◽  
pp. 5739
Author(s):  
Zhansheng Liu ◽  
Wenyan Bai
Keyword(s):  
Augmented Reality ◽  
Building Information Modeling ◽  
Repair Process ◽  
Information Modeling ◽  
Three Dimensions ◽  
Visualization Process ◽  
Building Information ◽  
Key Factor ◽  
Technical Solutions ◽  
Seismic Resilience

The post-earthquake retrofitting and repair process of a building is a key factor in improving its seismic capability. A thorough understanding of retrofitting methods and processes will aid in repairing post-earthquake buildings and improving seismic resilience. This study aims to develop a visualization framework for the post-earthquake retrofitting of buildings which builds models based on building information modeling (BIM) and realizes visualization using augmented reality (AR). First, multi-level representation methods and coding criteria are used to process the models for a damaged member. Then, an information collection template is designed for integrating multi-dimensional information, such as damage information, retrofitting methods, technical solutions, and construction measures. Subsequently, a BIM model is presented in three dimensions (3D) using AR. Finally, the visualization process is tested through experiments, which demonstrate the feasibility of using the framework to visualize the post-earthquake retrofitting of a building.

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