| dc.description.abstract | A sales manager or a firm handling sales people regularly faces the challenge of improving
the performance of its members. They need to recruit the right talent by identifying the
necessary skills and background, make organizational changes in order to pull the right levers
for pushing the final output of its members. This project contains review of research on
various parameters affecting overall performance like networking skills, attitude and thinking
style, demographics, organization etc. Then five broad areas – Organizational/Managerial
support, Job satisfaction, Compensation and incentives, Intrinsic and extrinsic motivation
were identified and a survey was conducted by the method of convenient sampling (from
sales people in FMCG, Telecom industries). And using statistical regression, the key
parameters were identified – Intrinsic motivation and drive to learn, perception of potential
career growth. From the results, learnings and existing research recommendations were made
on how to amplify these parameters which affect sales. | en_US |
