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Motivational Proposal for the Sales Force in the Post-Pandemic Scenario

Motivational Proposal for the Sales Force in the Post-Pandemic Scenario

Jorge Figueiredo, António Cardoso, Isabel Oliveira, Elizabeth Oliveira
Copyright: © 2022 |Pages: 13
ISBN13: 9781668434307|ISBN10: 166843430X|ISBN13 Softcover: 9781668434314|EISBN13: 9781668434321
DOI: 10.4018/978-1-6684-3430-7.ch007
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MLA

Figueiredo, Jorge, et al. "Motivational Proposal for the Sales Force in the Post-Pandemic Scenario." Sales Management for Improved Organizational Competitiveness and Performance, edited by José Duarte Santos, IGI Global, 2022, pp. 122-134. https://doi.org/10.4018/978-1-6684-3430-7.ch007

APA

Figueiredo, J., Cardoso, A., Oliveira, I., & Oliveira, E. (2022). Motivational Proposal for the Sales Force in the Post-Pandemic Scenario. In J. Santos (Ed.), Sales Management for Improved Organizational Competitiveness and Performance (pp. 122-134). IGI Global. https://doi.org/10.4018/978-1-6684-3430-7.ch007

Chicago

Figueiredo, Jorge, et al. "Motivational Proposal for the Sales Force in the Post-Pandemic Scenario." In Sales Management for Improved Organizational Competitiveness and Performance, edited by José Duarte Santos, 122-134. Hershey, PA: IGI Global, 2022. https://doi.org/10.4018/978-1-6684-3430-7.ch007

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Abstract

For the present work, the authors intend to demonstrate how the dramatic expression activity, based on modern theatre, may work as a lever in the commercial technician's relationship with their customers. This work uses the case study to understand the phenomenon of motivation in commercial technicians working in the automotive sector. From the behavioral analysis, a proximity relationship is observed between dramatic expression and direct sales marketing. A strengthening of co-presence is observed, where there is evidence of greater emotional interaction and motivation in the negotiation process. These modalities of communion show a greater motivation which provides a relationship experienced and shared by the members, an openness to improvisation, in an atmosphere of trust and with recourse to experiences. This new sales concept aims to free the sales technician from monotony and lack of confidence and direct him towards direct and experiential contact with the customer, providing memorable experiences.

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