I came across some research on sales motivation which seems to shed some further light on why it is important to use programs which are culturally specific to your sales peoples motivations and values.
A major study of sales motivation presented at the annual convention of the Society for Marketing Advances has revealed significant cultural differences driving sales success. It has helped explain why some of the better made-in-the-USA sales management practices aren’t more effective in other nations. The answers may lie in what really provides motivation for salespeople.
The study (coauthored by Dr. John F. Tanner, III, … read more by subscribing.
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