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English
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| Number of pages / Number of words: |
7 / 1739 |
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This phase is also referred to as the valence phase (2003, p.21). Managers in this phase need to take a look at different motivators that will help the sales person achieve higher performance. The manager should take into consideration the different cultures, and groups that are within the organization...
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According to Schermerhorn, Osborn and Hunt, researchers have defined two separate types of rewards. They are extrinsic rewards and intrinsic rewards (2003, p.22). Extrinsic rewards are when the reward is of monetary value. The sales person is motivated by a possible promotion, or an increase in salary...
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