Sales Techniques - Understanding individual needs

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Question Description

On page 280, your author writes "A number of formal theories have been developed to understand differences in individual needs. Some of the classic theories include Maslow's Hierarchy of Needs, Herzberg's Motivation-Hygiene Theory, and Adams Equity Theory."

Figure 11-3 on Page 280 summarizes the most widely known of the classic motivation theories.

Further studies have shown the amount of effort an individual will put into an activity depends on three factors: (1) Expectancy, (2) Instrumentality and (3) Valence. For example, expectancy refers to a salesperson's belief that "If I put in more effort, I should expect a greater outcome."

See Figure 11-6 on Page 284 and read the three paragraphs below it, and answer this question: What role can the sales manager play to influence the outcomes of salespeople's activities? Describe activities that the sales manager can participate in as well as suggest conversations between the sales manager and the salesperson.

Tutor Answer

Marrie
School: UC Berkeley

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Sales Techniques
There are different formal theories that describe the differences between the needs of
individuals including Maslow’s Hierarchy of Needs Theory, Adams Equity Theory and
Herzberg's Motivation-Hygiene Theory (Douglas 280). These theories are focused on the unique
needs of each individual. Further researches have also demonstrated that there are certain factors
that determine the amount of effort that a person puts into a particular activity, which includes
the following:


Expectancy



Instrumentality



Valence
For instance, expectancy reflects on the belief of the salesperson that putting more effort

will reward him with greater outcome (Douglas 280). However, as much as the salesperson
needs to have the belief of working hard in order ...

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Anonymous
Goes above and beyond expectations !

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