A Model of Sales

Performance and
Sales Management

Central Michigan University Personal Selling with Dr. M.

 Walker, Churchill, Ford Model

Performance

Central Michigan University Sales Management with Dr. M.

 Performance
Performance is defined as sales behaviors
and the results of sales behaviors,
evaluated in terms of contributions to the
organization’s objectives.
Evaluation criteria:
 Actual sales results
 Job knowledge
 Territory management
 Customer and company relations
 Personal characteristics

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Rewards
- Internally
Performance Mediated
- Externally
Mediated

Central Michigan University Sales Management with Dr. M.

 Rewards
Internally mediated rewards
 Feelings of accomplishment
 Self worth
 Personal growth
Externally mediated rewards
 Financial rewards
 Non-financial rewards
✏These are very important.

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Rewards
- Internally Satisfaction
Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated

Central Michigan University Sales Management with Dr. M.

 Satisfaction
Dimensions of intrinsic satisfaction
 The job itself
 Opportunities for personal growth
Dimensions of extrinsic satisfaction
 Pay
 Co-workers
 Supervisors
 Company policies
 Promotion opportunities
 Customers

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Motivation
Rewards
- Internally Satisfaction
Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated

Central Michigan University Sales Management with Dr. M.

 Motivation
The amount of effort a salesperson desires
to expend on a particular task or activity.
We’ll discuss several theories of motivation:
 Achievement Theory
 Equity Theory
 Maslow’s Need Heirarchy
 Dual Factor Theory
 Attribution Theory
 Expectancy Theory

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Motivation
Rewards
- Internally Satisfaction
Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Motivation
Rewards
- Internally Satisfaction
Skill Level Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Motivation
Rewards
- Internally Satisfaction
Skill Level Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated
Aptitude

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model

Motivation
Rewards
- Internally Satisfaction
Skill Level Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated
Aptitude

Role Perceptions
- Accuracy
- Ambiguity
- Conflict

Central Michigan University Sales Management with Dr. M.

 Role Partners
Role Partners include
 Superiors
 Peers
 Customers
 Friends
 Family

Central Michigan University Sales Management with Dr. M.

 Role Perceptions
Role Ambiguity
 Role ambiguity is a lack of clarity about the role
others expect you to fulfill.
Role Conflict
 Role conflict arises when a salesperson
believes that the role demands of two or more
of his/her partners are incompatible.
Role Accuracy
 Role accuracy is the degree to which the
salesperson's perceptions of his or her role
partners‘ demands are accurate.
Central Michigan University Sales Management with Dr. M.
 Causes of Role Conflict
Boundary-spanning position

Affects a large number of other people

High degree of freedom

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model
Personal,
Organizational,
& Environmental
Variables

Motivation
Rewards
- Internally Satisfaction
Skill Level Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated
Aptitude

Role Perceptions
- Accuracy
- Ambiguity
- Conflict

Central Michigan University Sales Management with Dr. M.

 Walker, Churchill, Ford Model
Personal,
Organizational,
& Environmental
Variables Compensation
System

Motivation
Rewards
- Internally Satisfaction
Training Skill Level Performance Mediated - Intrinsic
- Externally - Extrinsic
Mediated
Selection Aptitude

Supervision Role Perceptions Volume Evaluation & Control

Acct. Mgt. Policies - Accuracy Expenses - Sales Analysis
Deployment - Ambiguity Profitability - Cost Analysis
Forecasts, Quotas - Conflict Cust. Service - Personnel Analysis

Central Michigan University Sales Management with Dr. M.

Central Michigan University Sales Management with Dr. M.