Exploitative Authoritative System

The new sales Manager must understand that a career is sales management is one
of the difficult careers as many sales people face rejection daily and are perceived
to be of a low status Jobber (2019) .Most sales people suffer from ego punishment
such as being kept waiting for long hours for clients or appointments being
cancelled without notice. Institute of Marketing Management (2020) explained that
motivationing sales people is the one of the roles of the sales manager, to use
different tool at his disposal to motivate his team .The motivational role of the sales
manager is significant during these times when sales people are feeling being
rejected
Drotsky (2018) states that motivation in simple terms as follows: “motivation is seen
as goal-directed behaviour with underlying needs and/or desires”(p.152)
Institute of Marketing Management (2020) they are three important elements that
must be included in the definition of motivation when it comes to sales management
that the new Sales Manager must be aware of
 Intensity – the magnitude of mental and physical effort exerted by the

salesperson in order to achieve goals.
 Persistence – this is related to the time over which an individual chooses to
expend effort. Persistence is also related to intensity, as the higher the
intensity, the higher the persistence will be.
 Direction – this introduces the idea that some people are considered ‘away’
people,
Jobber (2019) explained that Herzberg ,Vroom and Maslow theories of motivation
were very simplistic when it comes to the motivation of sales people .Likert theory
has its foundation based on research that looked specifically at the motivation of
sales people.
Likert’s management model
This motivational theory was developed by Dr Rensis Likert, who studied human
behaviour within organisations and, based on the findings of this research, identified
four management systems.
Exploitative authoritative system

With this system only top management in the sales department do most of the
decision making excluding sales persons who are on the ground. They is no team
work amongst the sales person and Communication consist of only threats .For
example this type of style is evidence in large organisation like netOne .Where all
decision affecting the salespeople are decided at Kopje ie Netone HQ were they is
no sales person input .Communication is threats like we will fire you if you don’t
perform .Most sales people at Netone who sold One Fusion experience this.
Benevolent authoritative system
This system only uses rewards to motivate sales people .Team work amongst sales
people is minimal ,with each sales person in his or her own territory.
Communication between sales persons and sales manager is minimal .Zimnates
only uses rewards like commission on every sale that the sales person has achieved
to motivate their sales person ,there is minimum communication between sales
manager and sales people .Most sales person work alone.
Consultative system
With this system there is involvement of sales person in decision making

.Management make use of rewards and involvement to motivate sales people thus
fostering trust between sales manager and sales people.There is also a moderate
degree of team work and communication with this style.Most software companies in
Zimbabwe like afrosoft use this system where sales person are involved in decision
making about which software systems are in demand . Sales people work together in
assisting each other when one sales person is not sure about a certain project .
Participative system
With this system there is trust and confidence placed in sales people by
Management .There is a close sense of responsibility ,each sales person knows
what is expected of him .There is collaborative teamwork and pen communication in
the sales department
References
Drotsky, A. (2016) Sales Management. 2nd ed. Cape Town: Juta.
IMM Graduate School. (2020) SAM101B, Sales Management 1 Study Guide. South
Africa: IMM Graduate School
Jobber, D., Lancaster, G. & Le Meunier-Fitzhugh, K. (2019) Selling and Sales

Management. 11th ed. Harlow, UK: Pearson.

Exploitative Authoritative System

Uploaded by

Copyright:

Available Formats

Exploitative Authoritative System

Uploaded by

Document Information

Original Description:

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Exploitative Authoritative System

Uploaded by

Copyright:

Available Formats

The new sales Manager must understand that a career is sales management is one

 Intensity – the magnitude of mental and physical effort exerted by the

Likert’s management model

Exploitative authoritative system

Benevolent authoritative system

With this system there is involvement of sales person in decision making

Drotsky, A. (2016) Sales Management. 2nd ed. Cape Town: Juta.

Jobber, D., Lancaster, G. & Le Meunier-Fitzhugh, K. (2019) Selling and Sales

You might also like