Motivational Segments in the Sales Force
研究241名工业销售人员的奖励偏好，发现舒适追求者、关注追求者和发展者三类动机细分，并指出不同细分需要不同的激励方法。
A study of the reward preferences of 241 industrial salespeople suggests three motivational segments: comfort seekers, spotlight seekers, and developers. The personal and organizational characteristics associated with each group imply that different methods are needed to accomplish the sales manager9s motivational task. Varying communications, job responsibilities, compensation plans, incentives, and training by segments may improve the overall level of sales force motivation.