Selling of cosmetic products is unique in its nature because the sales persons are mostly
indirectly selling to customers. They are mainly responsible to persuade the saloons to suggest
the product to the customers considering the benefits offered by the product. Using sales
representatives is one of the most effective and efficient ways to get a product or service into
the marketplace. The sales person is the most flexible, dynamic, and valuable resource in the
organization. Such value and flexibility have generated and heightened the interest of both
managers and researchers in the area of sales representative characteristics, motivation,
selection, training, and rewarding, in order to better predict sales performance and corporate
success.
There are a number of factors which can affect the motivation of the sales force. Getting to
know motivation level of the sales force of an organization is could help in making the sales
and marketing strategies and building success story for the organizations.
In order to find out the extrinsic motivation level among the sales team of Sara cosmetic
industry, a research topic is suggested “Determine the level of extrinsic motivation sales force
of Sara cosmetic Industry”
In order to determine the motivation among sales force, you are required to:
• Identify the type of research keeping in view the purpose of research 4
• Operationally define the concept “Extrinsic motivation” 4
• Formulate a possible hypothesis for research 4
• Identify the type of hypothesis and variables 4
• Justify how it is a testable hypothesis 4
Opening Date and Time October 21, 2011
Due Date and Time October 28, 2011 At 11:59 P.M. (Mid-Night)
SAT 630
Moderator: abdulsaboor