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Motivating Sales and Channel Partners
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Salespeople on the front line play a pivotal role in business success thus necessitating their engagement and commitment. In the first study presented, the Forum demonstrates the link of salespeople to customer loyalty, as compared to the brand. Building on this, the second study explores ways to strengthen the bond between the employee and the organization through recognition and rewards. These studies will enable you to: Express the value salespeople contribute to customer loyalty, as compared to the company brand; Understand how recognition and rewards can impact the manager-salesperson relationship; Understand how recognition and rewards can influence salespeople to provide service-oriented behaviors (such as company loyalty, participation, and service delivery)
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Wednesday Sep 30, 2009
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2:00 PM - 3:15 PM
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S101a
Jennifer Rosenzweig, CPT, Research Director
Forum for People Performance Management and Principal, Libera Consulting