Salespeople Motivation as Key Factor in Achieving Sales Management Goals in Hotel Industry [Summary]

dc.contributor.author	Honerkamp, Yasine	en
dc.date.accessioned	2020-02-17T15:32:32Z	en
dc.date.available	2020-02-17T15:32:32Z	en
dc.date.issued	2020-02-12	en
dc.description.abstract	Sales management activities such as monitoring, directing, evaluation and rewarding represents useful ways for increasing the salesperson job satisfaction and organizational commitment. Motivating the sales effort usually include three dimensions: intensively, 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 innovative approach to challenges of motivation the salespeople.	en
dc.format.mimetype	application/pdf	en
dc.identifier.uri	http://hdl.handle.net/10919/96842	en
dc.language.iso	en	en
dc.publisher	Virginia Tech	en
dc.rights	Creative Commons Attribution 4.0 International	en
dc.rights.uri	http://creativecommons.org/licenses/by/4.0/	en
dc.subject	Sales management	en
dc.subject	Sales training	en
dc.title	Salespeople Motivation as Key Factor in Achieving Sales Management Goals in Hotel Industry [Summary]	en
dc.type	Summary	en
dc.type.dcmitype	Text	en

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