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Chapter 14 Motivation and training
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Table 14.1 Maslow’s hierarchy of needs
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Figure 14.1 The Vroom expectancy theory of motivation
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Figure 14.2 Methods of conducting sales meetings
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Figure 14.3 Salesforce motivation
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Figure 14.4 Motivating factors for salespeople
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Figure 14.5 Summary of differences between sales directors and sales representatives
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Table 14.3 Topics salespeople would like to discuss more with their sales managers
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Table 14.4 Positive and negative strokes
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Table 14.7 Skills development
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Figure 14.6 Components of a training programme
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Table 14. 8 Methods used to train sales managers Source: Powers, T. L
Table 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.
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Table 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.
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Figure 14.8 Fountain pen features
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