Exam (elaborations)
Chapter 7- Sales Performance. Motivating the Sales Force Questions and Answers
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Chapter 7- Sales Performance. Motivating the Sales Force
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Chapter 7- Sales Performance.Motivating the Sales Force
Motivation - answer1) an individual's choice to initiate action on a certain task
2) expend a certain amount of effort on that task,
3) Persist in expending effort over a period of time
-For our purposes, definition is the amount of effort the sales person desires to expend
on each task or activity associated with the job
Expectancy Theory - answerthe level of effort expended by a salesperson on each job-
related task will lead to some level of performance on some performance dimension
- It is assumed that a salespersons performance on some of these dimensions (sales
volume, profitability, new accts generated) will be evaluated and compensated
Motivation is determined by three sets of perceptions: - answer1) Expectancies
2) Instrumentalities
3) Valence for Rewards
Expectancies - answerthe perceived linkages between expending more effort on a
particular task and achieving improved performance
Instrumentatlities - answerthe perceived relationship between improved performance
and the attainment of increased rewards
Valence for Rewards - answerthe perceived attractiveness of the various rewards the
salesperson might receive
Expectancies pt. 2: - answerthe salesperson's perceptions of the link between job effort
and performance
- sales managers are concerned with magnitude and accuracy
Accuracy of Expectancy Estimates - answerHow clearly the salesperson understands
the relationship between effort expended on a task and the resulting achievement on
some performance dimension
-When salespeople's expectancies are inaccurate, they're likely to misallocate job
efforts. Improve by working "smarter not harder"
Magnitude of Instrumentality Estimates - answerthe firm's compensation plan
-affected by salesperson's personal characteristics
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