Chapter 14 Motivation and training

Table 14.1 Maslow’s hierarchy of needs

Figure 14.1 The Vroom expectancy theory of motivation

Figure 14.2 Methods of conducting sales meetings

Figure 14.3 Salesforce motivation

Figure 14.4 Motivating factors for salespeople

Figure 14.5 Summary of differences between sales directors and sales representatives

Table 14.3 Topics salespeople would like to discuss more with their sales managers

Table 14.4 Positive and negative strokes

Table 14.7 Skills development

Figure 14.6 Components of a training programme

Table 14. 8 Methods used to train sales managers Source: Powers, T. L Table 14.8 Methods used to train sales managers Source: Powers, T.L., DeCarlo, T.E. and Gupte, G. (2010) An update on the status of sales management training, Journal of Personal Selling and Sales Management, 30:319–26.

Table 14.9 Topics covered in sales training programmes for managers Source: Powers, T.L., DeCarlo, T.E. and Gupte, G. (2010) An update on the status of sales management training, Journal of Personal Selling and Sales Management, 30:319–26.

Figure 14.8 Fountain pen features