Motivação em vendas: um estudo com promotores de crédito consignado da empresa Facility

Abstract

Motivation is an essential element to the sales department performance. On sales management, recruitment, selection and training would be useless if the sales force has not been motivated to achieve its goals. Due to improve the sales management of Facility Financiamentos Company, this work aims to identify the most important motivation factors perceived by the sales professional. First it was made a bibliographic study about motivations and its theories and sales management. Secondly, in the methodological perspective, the data were collected through a questionnaire based on Herzberg Theory and, to present it, graphics and illustrations were used. Finally, by this survey, it was possible to conclude that salary and commissions were causing dissatisfaction among the majority and they have perceived those factors as the most important to motivate. Some suggestions were made in order to improve the motivation of the sales force and as a result the company achieves better results.