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Benefits of motivation
Work
harder Work smarter Increased creativity Higher self-esteem More relaxed Increased use of win-win negotiations Enhanced relationships
Hertzberg
Hertzbergs dual factor theory distinguished factors which can cause dissatisfaction but cannot motivate (hygiene factors) and factors which can cause positive motivation. Hygiene factors includes the following:
Hertzberg
relationship between effort and performance, i.e. to the extent to which a person believes that increased effort will lead to higher performance. 2. Instrumentality. This reflects the persons perception of the relationship between performance and reward; for example, it reflects the extent to which a person believes that higher performance will lead to promotion. 3. Valence. This represents the value placed upon a particular reward by a person. For some individuals, promotion may be highly valued; for others, it may have little value.
Motivation in practice
Performance is a function of ability and motivation. Ability depends
training. Motivation can be improved quickly; Financial incentives Setting sales targets or quotas Meetings between managers and salespeople Promotion Sales contests
a positive mindset Offer more flexible working hours Encourage creativity Be open, not intimidating Have fun Remember birthdays and anniversaries Visit the competition Provide perks
http://retail.about.com
Perks
Discounts on Merchandise Company Parties Event Tickets to events Free Food Time Off for Charity Break-room Entertainment Random Acts of Kindness http://retail.about.com
Objections
the Sale
Secondary Functions
Prospecting Database and knowledge management Self management Handling complaints Providing service Relationship management.
The Opening
What
Analysis Types
Question Avoid
Product Presentation!
Summarise
18
TYPES OF QUESTIONS
Open
questions Closed questions Specific questions Probing questions Hypothetical questions Reflective questions Leading questions.
19
Question Funnelling
20
Selling
Orders
21
Hidden Objections
22
Negotiation
Start
of buyers techniques
Action agreement
25
Follow-up
Delivery Installation Training Reassurances Referrals?
26
Leadership
Leaders have a strong, defined sense of purpose. Leaders are affective communicators. Leaders are persistent and hard working. Leaders are self-aware. Leaders are learners. Leaders love their work. Leaders inspire others. Leaders establish human relationships. Leaders are risk takers. Leaders are keen to help others attain their goals. Leaders have the ability to motivate and inspire salespeople to grow and learn.
Futrell, C.F.(2000) Sales Management, Dryden Press, Orlando, FL.
Definition of a Leader
A person who has commanding authority or influence.
http://www.merriam-webster.com
Definition of a Manager
A person who has control or direction of an institution, business, etc., or of a part or division of it.
http://dictionary.reference.com/browse/manager
The act of getting people together to accomplish desired goals and objectives using available resources efficiently and effectively. Management comprises planning, organizing, staffing, leading or directing, and controlling an organization.
http://wikipedia.org
5. 6.
Understand that there is no such thing as a natural-born leader- trainings required. Explain to your retail managers that being a leader is different from being a manager. Teach your leaders how to communicate messages to their employees, customers and contacts. Communicate with your retail managers how they can possess other leadership skills such as enthusiasm, confidence, courage, pride, adaptability and sincerity. Motivate your employees to be better leaders by rewarding them for their success. Continue to develop leaders.
http://www.ehow.com/how_2156404_teach-leadership-retail-managers.html
Compensation
Types of
compensation Plan
Compensation Plans
Fixed salary Commission Only Salary Plus Commission