MOTIVATION OF SALES REPRESENTATIVES

1 SAMOLEJOVÁ Andrea
Co-authors:
1 SIKOROVÁ Andrea 1 LAMPA Martin
Institution:
1 VSB - Technical University of Ostrava, Ostrava, Czech Republic, EU
Conference:
Carpathian Logistics Congress, Hotel Tatra, Zakopane, Poland, EU, November 28th - 30th 2016
Proceedings:
Proceedings Carpathian Logistics Congress
Pages:
566-570
ISBN:
978-80-87294-76-5
ISSN:
2694-9318
Published:
30th October 2017
Proceedings of the conference were published in Web of Science.
Metrics:
457 views / 134 downloads
Abstract

The paper focuses on one important human element of logistic chains – sales representatives. Their position does not enable instant control and leadership of their supervisors such as in office positions, nor is such supervision desirable for ambitious sales representatives who prefer a certain level of autonomy. For their managers, it is necessary to find goal-oriented but still strongly encouraging motivation tools. This paper presents the specifics of the work of sales representatives and based on these it recommends the most effective and up-to-date motivation techniques.

Keywords: motivation tools, performance, sales representative

© This is an open access article distributed under the Creative Commons Attribution License which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.

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