Enhancing Sales Performance: the Impact of Personal Selling Techniques, Incentives, and Motivational Strategies

EasyChair Preprint 12121

Abstract

This study explores the influence of personal selling techniques, incentives, and motivational strategies on sales performance within the context of contemporary business environments. Personal selling remains a pivotal aspect of marketing strategies, particularly in industries where complex or high-value products/services are involved. By employing various personal selling techniques, such as consultative selling and relationship building, sales professionals aim to engage customers effectively and secure sales. Additionally, incentives and motivational strategies play crucial roles in driving sales performance by encouraging sales representatives to achieve targets and exceed expectations. Through a comprehensive review of existing literature and empirical analysis, this paper aims to provide insights into the interplay between personal selling techniques, incentives, and motivational strategies in enhancing sales performance. Understanding these dynamics can assist organizations in developing more effective sales strategies and optimizing their salesforce management practices.

Keyphrases: Motivational, Relationship building, Salesforce Management, consultative selling, incentives, personal selling, sales performance, sales techniques, strategies

@booklet{EasyChair:12121,
  author    = {Asad Ali},
  title     = {Enhancing Sales Performance: the Impact of Personal Selling Techniques, Incentives, and Motivational Strategies},
  howpublished = {EasyChair Preprint 12121},
  year      = {EasyChair, 2024}}