Organizational Behavior Modification: A General Motivational Tool for Sales Management

AbstractHow sales managers can effectively use rewards to shape the behavior or salespeople is the theme of this article. Organizational Behavior Modification specifies how rewards can be used to guide behavior. It has been tested and positive results have been found for a number of sales applications. The essential concepts of that method are explained and illustrations of sales force applications for each major concept are provided. A model for using the method in sales management is proposed. The fundamental purpose of this article is to convey a clear understanding of the technique to the practicing sales manager.