Professional Documents
Culture Documents
CONSUMER MOTIVATION
MOTIVATION
GOAL-DIRECTED BEHAVIOR
GOAL ACHIEVEMENT
REDUCED TENSION
WHY WE NEED TO MOTIVATE
SALES PERSON
1. Profit
2. Economy
3. Uniformity of output (uniform sizes, quality and
color)
4. Flexibility
5. Saleable
6. Protection
7. Utility
MOTIVES WHY PEOPLE BUY
FROM A CERTAIN STORE
Convenience of Location
Price
Service of Merchandise
Sales Personnel
Reciprocity
Quality
THEORIES OF MOTIVATION
Maslow’s Hierarchy of Needs Theory
- Advocated by Abraham H. Maslow Self-
Actualization