and two types of motivation (L,D) c) Multiplicative nature of the motivation components (L,D,G) d) Apply the above to the case analysis (I will bring a short case) Sales Management Process (4): a) Four major dimensions (L,D,G) b) Sub-dimensions of sales management (L,D,G) Salesperson Motivation (5): a) Four content-based motivation theories (L,D,G) b) Four process-based motivation theories (L,D,G) c) A multiplicative function of Expectancy-based Motivation (L,D,G,F) d) Principles…
Words 758 - Pages 4