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A practical guide to developing a realistic programme of motivation. It describes ways of satisfying sales staff, while at the same time meeting planned objectives. The final chapter is designed to help the reader construct a programme for action in relation to his or her own sales force.

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CONTENTS
List of tables = ⅷ
List of Figures = ⅸ
Preface = ⅹ
1 Theories of motivation = 1
 1.1 What do we mean by motivation? = 1
 1.2 F. W. Taylor : scientific management = 2
 1.3 Maslow's hierarchy of needs = 3
 1.4 McGregor's Theory X and Theory Y = 6
 1.5 Herzberg's satisfiers and dissatisfiers = 10
 1.6 Conclusion = 12
2 The selling job = 15
 2.1 Inside order taker／sales assistant = 15
 2.2 Van salesman = 19
 2.3 Manufacturer's salesman calling on retail trade = 19
 2.4 Goodwill builder - missionary salesman = 19
 2.5 Technical salesman = 20
 2.6 Creative speciality salesman(of tangibles) = 20
 2.7 Creative speciality salesman(of intangibles) = 20
 2.8 Political or indirect salesman = 20
 2.9 Multiple salesman = 20
 2.10 Difficulties of the sales job = 21
 2.11 Motivation and leadership style = 22
 2.12 Conclusion = 28
3 Financial incentives = 29
 3.1 Importance of pay = 29
 3.2 Establishing salary levels = 31
 3.3 Conditions necessary for the operation of payment by results = 33
4 Direct incentives = 40
 4.1 Fringe benefits = 40
 4.2 Specially tailored incentive schemes = 41
 4.3 Travel incentive schemes = 42
 4.4 Selecting or designing the best scheme = 43
 4.5 Golden rules for all incentive schemes = 46
5 The need for security = 47
 5.1 Visibility of sales results = 47
 5.2 Stress = 48
 5.3 Larger companies - fewer salesmen = 48
 5.4 Changing role of the sales force = 48
 5.5 Geographic separation from sales manager = 48
 5.6 Closeness to competition = 49
 5.7 Legislation to improve job security = 50
 5.8 provide clear objectives and standards = 50
 5.9 provide strong leadership = 51
 5.10 Field accompaniment = 51
 5.11 Satisfy the need to belong = 52
 5.12 Avoid secrecy = 53
 5.13 Conclusion = 54
6 The need for status = 55
 6.1 Satisfying status needs = 57
 6.2 Conclusion = 62
7 The need for job satisfaction = 63
 7.1 The sales work itself = 65
 7.2 Contribution of sales work to company and society = 67
 7.3 Involvement in planning = 69
 7.4 Need for information about performance = 69
 7.5 Need for recognition of achievements = 70
 7.6 Need to achieve = 72
 7.7 Need for advancement = 75
 7.8 Need for personal growth and responsibility = 77
 7.9 Conclusion = 79
8 How to identify motivational needs = 81
 8.1 Systematic approach to recruitment and selection of sales personnel = 83
 8.2 Employee opinion polling = 91
 8.3 Handling employee opinion poll findings and recommendations = 108
9 Time for action = 112
 9.1 Facts of commercial life = 112
 9.2 A programme for action = 115
 9.3 Conclusion = 119
10 The sales manager = 121
 10.1 Defining successful sales management = 121
Further reading = 126
Index = 128