Page 80 - DMGT507_SALES AND PROMOTIONS MANAGEMENT
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Sales and Promotions Management
Notes 10. Examine the role of non-financial factors in salesmen motivation.
11. Do you think the salesmen can still do well if they are given only financial incentives and
no other motivation? Justify your answer
12. Which type of compensation plan is most suitable for a FMCG sales organisation and
why?
Answers: Self Assessment
1. Self-Esteem 2. Motivators
3. Sales Contests 4. Self actualization
5. Hygiene 6. Factor Comparison
7. Cafeteria 8. Straight salary
9. Target commission 10. Fringe benefits
3.7 Further Readings
Books Johnston and Marshall, Sales Force Management, Tata McGraw Hill, 2007
Matin Khan, Sales and Distribution Management, Excel Books, New Delhi.
S L Gupta, Sales and Distribution Management, Excel Books, New Delhi
Online links www.businessballs.com/motivation.
www.gaebler.com/How-to-Build-and-Motivate-a-Sales-Team
www.optimalthinking.com/sales-force-motivation
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