Publisher's Synopsis
In this workbook, John Lidstone draws on his own experience to show how to arrive at a motivational policy that fits individual needs. The book looks at the implications for the sales forces of the future to the year 2000 and suggests research techniques to help get sales organization right and in place for the challenges of this decade. It also points out other motivating factors that on-going research throughout the world has identified as three of the most important influences on sales force performance: security, status and job satisfaction.
