03:17
Psychology of Motivation, The: Abraham Maslow and Frederick Winslow Taylor
In the late 19th and early 20th century, attitudes towards workers and how they could be motivated focused on what psychologist Abraham Maslow would later call lower level needs in his hierarchy of needs theory. Frederick Winslow Taylor, known as th...
28:40
Peak Performance
The importance of orientation and training of new salespersons, and the responsibility of the sales manager to keep sales force motivated are explained.
28:40
Setting the Pace
We set forth the responsibilities of sales managers and the things they need to do for success.
28:39
Gross Earnings
The importance of maintaining accurate payroll records. It covers methods for calculating gross earnings, overtime earnings, and incentive pay methods such as commission and piecework pay.