Direction implies that salespeople choose where their effort will be spent among various job activities.
Salespeople are those employees who are responsible for selling the products and services of their company, obtaining orders, and meeting the needs of existing customers. Their responsibility includes ensuring optimal customer satisfaction for their services.
Motivation is an important part of sales, particularly as salespersons may have to deal with difficult or non-responsive customers on a daily basis. In the literature, there are three major dimensions of motivation.
The first is direction, and it implies that salespeople choose where their effort will be spent among various job activities. The second is intensity, which refers to the mental and physical efforts invested by the salesperson. The third is persistence,and it denotes the ability to continue in the face of rejections.
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