Naslov
An Analysis of Various Factors Affecting Sales Staff Motivation - A Case Study Of Telecommunications In Croatia

Autori
Galić, Tvrtko

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
Gospodarstvo Istocne Hrvatske-Jucer Danas Sutra / Tonković Maleš, Anka ; Crnković, Boris - Osijek : Ekonomski fakultet Sveučilišta Josipa Jurja Strossmayera u Osijeku, 2018, 290-299

Skup
7. međunarodni znanstveni simpozij: Gospodarstvo istočne Hrvatske – vizija i razvoj = 7th International Scientific Symposium: Economy of Eastern Croatia – Vision and Growth

Mjesto i datum
Osijek, Hrvatska, 24.05.2018. - 26.05.2018

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
motivation ; sales representative ; B2B sales ; telecommunications ; Croatia ; a multinational company

Sažetak
The aim of this paper is to analyse the organizational behaviour and motivation levels of employees in the sales department of a multinational telecommunications company. Based on the analysis, an attempt will be made to determine the main reasons for certain levels of staff motivation and how they differ from standard attitudes. The primary research was conducted by surveying 68% of the respective department's sales staff. For the sample to be representative, the regional breakdown was taken into account within the analysed department as well. Alongside the primary research through surveying, a short SWOT analysis was made to identify the elements having a positive or negative impact on the department's sales results, which proved to be closely related to sales representatives' motivation. The author's twelve years of experience in this industry segment contributed to the quality of the analysis. The significance of the results is especially notable when considering the wider context. The impact of the environment in which the company operates, with a major and strong influence of the competition, forces the company to approach the market with utmost strategic consideration. In addition, the analysed market is highly profitable, but it also requires major investment. Another important fact is that we analysed the B2B segment of the sales department, which is characterised by the standard specificities of every sales department. The analysed department also has characteristics and competences that are specific to communication with businesses, such as building partnership relations with customers, the very complexity of the products and services, and the constant evolution of those products and services. The research has led to several significant findings. They are related to the reasons for increases and declines in employee motivation arising from the quality of goal setting, the way relations between other departments within the business system are defined, and timely placement of services through identification of market demand.

Izvorni jezik
Engleski

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