Effects of Sales Force Motivation on Customer Satisfaction. New Perspective

      Аннотация: This book consists of two main topics, namely sales force motivation and customer satisfaction. Therefore the results will be of value for a broad range of people. First, this paper provides an academic evaluation of different motivational factors. A reader should know what factors influence the motivation of sales people and in what way. Knowing the reasons for motivation is helpful when leading a company or directing a sales force. Especially when it comes to overdiscussed motivational theories, this paper provides a different point of view. Second, this paper serves business people who are responsible for customer service. As it is the goal of every business to reach and maintain a high level of customer satisfaction, every method which contributes positively is advantageous. Within the book the effects of sales force motivation on customer satisfaction will be evaluated. Finally, a method will be recommended to be able to measure the impact of sales force motivation on customer satisfaction.

Ключевые слова: customer satisfaction, Sales Force Motivation