Motivation in Sales Industry

Motivation in Sales Industry In this project I am going to talk about Performance management which I faced when I was doing job with Reliance Life Insurance as a sales manager. The sales job is based on performance based and a person should be high motivated to achieve the given targets if he is not motivated he will not perform well and this is a loss for him as well as for company also. I faced lots of problem at my work place because there was a big preacher of work and no time to do that and my advisor were not that much efficient to get good business for the company. Reliance company triad to motivate his advisor by giving different training. Many people are facing the same problem at their work place and this is very important part of our life. There are some other problems which come in the performance management which leads to failure. In this project I will relate performance management with different motivation theories and problems in performance management, behaviour of the individual which affect th is in different way. Finding the solution of motivation to perform well and what manager should do to motivate his employee to work hard. Introduction In sales job people are facing so much performance preacher and motivation is playing a big role to achieve the target and helping to improve their performance. Performance management is the how people are working to towards their objective (performance management). Objective can be short-term or annual; the important is how is the balance between defining what the organisation requires to be achieved and what is the motivation towards achieving target [1] (The motivation hand book, Hollyforde and Whiddett, pg- 217). Performance is based on individual behaviour. According Susan M. Heathfield Performance management is a work environment which we create for those people who are enabled to perform beat as per their ability. Performance management starts with job with whole work system and its and when employee leave the job [4].In other word we can say the performance management is contribution of effective management by individual or team to achieve high level of organisation performan ce [2].overall we can say the performance management is important in every organization and to do it effectively motivation is very important. Company Introduction My company was Reliance Life Insurance which deals in life insurance business. Company has many branches in India and many employees working in this company. As sales manager we have to make our own advisor to get business. Company started in 2006 with investment of 11 million dollar. Structure- The organization structure of the company as branch level is Branch Manager is on the top level of the branch and then Sales manager and the Advisor. Branch manager take daily report from sales manager and the sales manager take business from the advisor and its a tough marketing job to take business from the advisor because of the high competitive market. Sales manager has to motivate his advisor to get good business. Sales job is a performance based job if you perform well you will get good inactive, rewards, promotion. You will get this if you achieve your given targets and if you are highly motivated. The issue or Problems- The insurance company itself passing through different advisor problems because only advisor get business from the market and they must be responsible for their work. To motivate advisor company followed the McGregor X theory of motivation. Advisor on the other hand suffered from the hygiene factor and to resolve this company use theory which given by the Frederick for motivation. The expectancy theory for high moral and there expectation from there work to increase business of the company. Take all issue of the advisor and apply different theory of motivation can help to improve performance. THE X THEORY OF MOTIVATION BY MCGREGOR According to x theory of McGregor, average employee dont like to work because he is directed, controlled, corrected towards organization long-term goal. People try to work on that why so that they can avoid responsibility. They run from their responsibility because they dont get know the benefits of the good work. In my company we facing there problem because of this system going on the X theory of McGregor and the company assume that advisor do not want to work because they were not trained and they were highly demotivated because lake of training and no clear organization goal. The management realise the situation and tried to resolve this by giving high training of business and motivation. THE EXPECTANCY THEORY OF MOTIVATION- The expectancy theory of motivation says that work react according to the force of environment. Course of action depends on person to person, perceived action lead people to choose their action and in the possible alternative people use rational choices. Its a subjective probability; the act of the person will lead to a certain outcome. There are many factors that shows that weather a person perform as desired expectancy theory formulates this uncertainty as effort of performance expectancy, only hard work gives outcome. The second theory says that performance followed by the outcome. This outcome includes awards, promotion, pay increase and bonus. The third theory is valence. It has a range of value expressing the degree of avoidance or attraction which shows that the person is associate with the income. The function of motivation is F=V X I X E and this is based on assumptions. The effect of valence in Reliance Life Insurance Company and by motivational point of view can say that there was low morale level in the advisor and on fair input by them. The expectancy level was also very low because there was no reward for the good work. If any advisor doing good job he got treated same as other low performer advisor. This behaviour increase dissatisfaction among the good advisors. TWO FACTOR MOTIVATION THEORY BY HERZBERG- American psychologist Frederick Herzberg develops the theory of job enrichment at first and it say the different factor between the job satisfaction and job dissatisfaction. The first factor is about motivator as known as job or content factor and the second factor is known as hygiene factor or organizational context factor. The advisor of the Reliance Company were unskilled and their work satisfaction dependent upon hygiene factor. Insurance company need to redesign the job to increase the business by motivation which lead the performance improvement, absence of hygiene factor and the reward system in the company and thats why the advisor were not satisfied with job. Advisor were not satisfied with this at all because other factor like socioeconomic, personal factor also affect this and the absence of hygiene factor like irregularity in commission, rewards etc. also there. The company policy in this mater was not good and the expectancy level of the sales manager and the advisor cam e down very low. GOAL SETTING THEORY OF MOTIVATION OR TASK MOTIVATION THEORY The immediate relationship between employees pay and performance is goal setting theory. There are different preposition in goal setting theory. This preposition lead certain specific goal which followed by motivational techniques. Difficult goal According to E.A.Locke More difficult goal result in higher level of performance then easy goals. Specific goal Specific goals produce higher level of performance than general goals. This goals shows performance. Behavioural intention This theory is the intention to make a certain task choice or to respond in a certain way. Knowledge of result For the effective goal setting the feedback is very important. As per the company point the management should know the result of their decision.

Comparing Authority in Hope Leslie, Dinosaur in the Haystack, and A Riv

Authority in Hope Leslie, Dinosaur in the Haystack, and A River Runs Through It Authority is portrayed differently by each individual in life. Authority is portrayed by knowledge, wisdom, tone, and wording. The languages of authority are too numerable to count. In the novels Hope Leslie, Dinosaur in the Haystack, and A River Runs Through It the authors use three different techniques to portray authority while using religion and scripture to describe their arguments. Stephen Jay Gould demands authority because of the extensive studying he performs and yearns for knowledge that he possesses. Each of the essays that he presents has scientific merit and has been extensively studied. By writing about natural science and specifically evolution, Gould displays his expertise and therefore his authority. Gould being a scholar and a Jew has extensive knowledge of the Old Testament. He includes scripture in his writing to support his theories and explain the mind frame of many Americans. In "Dousling Diminutive Dennis’s Debate Gould tells of the debate on whether the millennium starts J...

India vs Bharat Essay

Ancient Indians were not known to have a great sense of history. Historians have had to rely a lot on accounts by foreign travellers and foreign sources to reconstruct our history. And all such sources, including Megasethenes, Fa-hsien and many medieval Arab travellers, have uniformly found that Indians were remarkably law abiding and that crime was very rare. Most historians including A.L. Basham and recent writers like Abraham Eraly have treated such rosy accounts with suspicion merely because prescriptions in legal literature, largely comprising of the Smritis, reflected a more insecure and harsher society. This could either show that these foreign travellers were all fanciful in their writings on ancient India or that these ‘sacred’ texts played a very minimal role in governing the Hindu way of life. Apart from the absurdity of the suggestion that a traveller would lie in praise of a foreign land, the later scenario appears more probable because of another very interesting facet of ancient Hindu society- minimal State interference in the daily life of a citizen. Therefore there was no overarching government administering a code of laws or enforcing punishments to maintain law and order and prevent crimes. The codes of Manu, Katyayana or Narada were largely irrelevant to the common Hindu. There appears to have been a latent realisation that the State and its laws are inherently incapable of creating a crime-free society and the onus for this has to rest more locally; perhaps even on the individual. And it is this realisation that has to dawn in today’s India. The realisation that ’12000 plus police stations in some 7 lakh towns and villages cannot regulate over 110 crore people’. Prof. Werner Menski, in his seminal work on Hindu Law (Hindu Law: Beyond Tradition and Modernity, Oxford University Press, 2003), explains the Hindu view of dealing with crimes most accurately. He writes that despite the recognition of fall in human values from the golden period of early ages, law and punishment in the late classical period were never used to displace â€Å"self-control† as the primary social norm. He writes-†The conceptual expectation of self-controlled order in classical Hindu law would have empowered, in principle if not in practice, all Hindus to determine for  themselves, as individuals subject to the highest order, what they should be doing. A ruler’s claim to make what Hart called ‘primarily rules’ could never have developed in such a conceptual climate, since in the classical Hindu systems such basic rules were to be cultivated in the social sphere and should then be implemented locally and individually in self-controlled fa shion.† It would be quite wrong to assume that the traditional, classical reliance on individual and situational self-control was completely abandoned†¦threats of punishment of are not purely secular†¦as most legal commentators have assumed†¦transgressions of Dharma are also seen as sins, which require penance and/ or attract posthumous consequences.† (Emphasis supplied) Therefore, the recognition that the primary onus of adhering to Dharma is on the individual naturally meant that external/ societal interventions in the form of laws and punishments were superfluous in creating a crime-free society. The emphasis instead was on encouraging a Dharmic conscience among citizens. Prof. Menski explains the current relevance of this idea- â€Å"In this regard it is instructive to refer to the Dowry Prohibition Act of 1961 which is widely seen as an example of the futile attempts by the state law to abolish socio-legal practices in Indian society†¦disgusted with the horrible stalemate over thousands of dowry deaths every year, some women activists began to call for a moral reappraisal. Yet, does this mean that the wheel of history should in fact be turned be back to Asoka’s idealism? Postmodernist analysis recognises (albeit with some reluctance) that the old Hindu concepts of ‘examining one’s conscience’ (atmanastuti) and ‘model behaviour’ (Sadacara) retain their relevance today. While some modernist commentators have tremendous difficulty with this kind of approach, it cannot be just dismissed out of hand.† What is needed in India today is a moral reappraisal on Dharmik lines. We Indians have come to imbibe amorality. In the western conception of  Individual freedom and liberty, morality is a shackle. A variety of western thinkers including Nietzsche, Freud, Foucault, Marx joined cause in attacking allegiance to ‘morality’ as something that thwarts individual flourishing or sustains certain unequal socio-economic relations. We have subconsciously adapted this attitude of amorality as a natural concomitant of individual freedom or free market; without realising that unlike western morality which was fostered and sustained by the Church and the State Bharatiyamorality is individual-centric and freedom-enabling. It is also important to emphasise, especially in the current context, that our morality is entirely gender-neutral. A Dharmik society or Bharat will render most kinds of activism that we have seen after the Delhi gang rape, especially the feminist variety, redundant. India unfortunately has forgotten to teach its children Dharmic morality. The only moralities we have come to follow are freedom and success. Today we stand in awe of a man from Gujarat who built a great business empire apparently through unethical and morally-suspect means; all in the name of his success. Seven centuries ago Marco Polo stood in awe of a different kind of Gujarati business men- the ordinary merchants of Lata who according to the Venetial traveller â€Å"are among the best and most trustworthy merchants in the world; for nothing on earth would they tell a lie and all that they say is true.† Isn’t this an example of the difference between India and Bharat?

Development Theories

Erik Erikson elaborated Freud's genital stage  in adolescence, and added three stages of adulthood (William, 2011). The eight stages according to Mcleod are: Trust Versus Mistrust (birth – 1 year), Autonomy vs. Shame and Doubt (2 – 3 years), Initiative vs. Guilt (3 – 5 years), Industry (competence) vs. Inferiority (6 – 12 years), Identity vs. Role Confusion (13 – 18 years), Intimacy vs. Isolation (young adulthood), Generativity vs. Stagnation (middle adulthood) and Ego Integrity vs. Despair (old age). I am going to discuss the first two.At infancy, children learn to trust or/and mistrust people and environment. I still have family members I am uncomfortable being around because they use to tickle me as a child. Now there is always a sense of mistrust when I am around them. As toddlers, (18 months-3 years) take pride in self and learn to face fears or self-doubt. This is the stage where we gain sphincter control and begin potty training. If our car egivers are overly critical or impatient, or if they demean our efforts, we develop feelings of shame and doubt.After my mum showed me a few times how to go potty, I would tell her I did not want her in the toilet and I could do it myself. This gave me a sense of autonomy and self-esteem. For Erikson, psychosocial development involves certain crises which the individual must face at each stage. Reference McLeod, S. A. (2008). Erik Erikson: Psychosocial Stages. Retrieved from  http://www. simplypsychology. org/Erik-Erikson. html#sthash. dBmFr2FJ. dpbs Crain, William (2011). Theories of Development: Concepts and Applications (6th ed. ).

Hate vs Fear

Hate Vs Fear: â€Å"Fearing the unknown† Have you ever heard someone say â€Å"I hate this† or â€Å"I hate that†? Do you think they really hate that object, person or idea? Are they confusing hatred with fear? What exactly is fear? Fear is a distressing emotion aroused by impending danger, evil or pain, Whether or not the threat is real or imagined. What exactly is hate? Hate is to dislike intensely or passionately; feeling extreme aversion or extreme hostility toward; detest. Why is hate accepted in today’s culture? Saying a person hates something, someone or an idea is a lot easier for most people in today’s society, rather than saying they fear it.They do not have to explain themselves why exactly they â€Å"hate† something. It just is. We are taught from a young age to feel hostility or hatred towards opposing ideas, an example for a young child would be eating their vegetables. They don’t really hate eating them, they fear what t hey would taste like because they’re something new and taboo to a child. We fear the unknown and label that with hatred. Humans are quick to judge and fear the unknown. We may not admit it but we are plagued with xenophic tendencies. Hate creates a chain reaction that many people are not aware of but fall into quite often, with the end result always being fear.The reason for this chain reaction is lack of understanding and immediately gets the feeling of fear which leads to hate. The first reaction of hate is the act of attacking. People will attack a person or an idea through words or actions, â€Å"No one attacks without intent to hurt†. An example of a hate related attack could be directed towards homosexuals. They are given cruel names such as faggot or flamer, which is the attack. The chain reaction is then followed by guilt, guilt because you realize your attack was not logical, For example what if an adult made fun of homosexuals repeatedly only to find out that their own child is actually gay.They would then feel the heavy pressure of guilt. Fear is the end result in this chain reaction. People fear punishment and they fear that because they know their thoughts/actions were not right, for example a parent may fear the punishment of losing their child because of their attacks on something sensitive for the child. The end result of hate is always fear. When someone makes a choice to â€Å"hate† something, someone or an idea they’re really making a choice for fear.Hate makes people feel empowered, when they have the idea that they hate something instilled in their head it makes them feel higher than the object or idea they â€Å"hate† giving them the feeling of being a hierarchy. With the feeling of hate a person also feels stronger. In today’s society it is so much easier for one to say they hate a certain thing and leave it at that rather than have to explain themselves for the reasoning behind the hatred, peopl e hide fear with hatred. As Lester B Pearson once said â€Å"Misunderstanding arising from ignorance breeds fear, and fear remains the greatest enemy of peace†.

Authentically Human Essay Example | Topics and Well Written Essays - 750 words

Authentically Human - Essay Example He suffers from a looped life in which he repeats incomplete actions anxiously. DBS (Deep Brain Stimulation) surgery improves a patients brain and helps their lives. After a patient is diagnosed with OCD, doctors can request a DBS surgery. However, after surgery, patients minds are under the control of doctors. In effect, patients do not have the ability to control their feelings and behaviors. However, patients can be able to control themselves and behaviors, as a basic human being. In the essay "Alone Together" by Sherry Turkle, she explores how robots could engage in intimate relationships with persons, as well as become a better life. People consider the ethical aspects of technological controls. Technology controls people’s feelings and constructs the virtual world, which damages social lives that separate the people from the reality. In essence, overreliance on the technologies cannot do anything on its own. Technologies become intimating with the virtual world rather than an authentic world, which is they drift people away from the real life through controlling their feelings. One of the problems associated with the use of DBS is that people change their emotions very rapidly and unreasonably. Slater expresses that along with the development of medical technology, the use of advanced medical technology brings improvement in the fight against diseases such as OCD. This technique was established on DBS treatment, which can lock off a part of humans feelings in order to treat OCD. Mario, who becomes one of the first American psychiatric patients, explains his experiences. He feels that the diagnosis and treatment process that he received from Dr. Greenberg and Rasmussen benefited him a great deal and saved his life. She says, "When Mario talks about that time now, tears come to his eyes. â€Å"It was like a miracle, I still have some OCD symptoms but way, way less. Dr. Greenberg and Rasm ussen saved my life† (241). However, DBS works to bring

Assignment One Statistics Essay Example | Topics and Well Written Essays - 1000 words

Assignment One Statistics - Essay Example The researcher makes a general conclusion that all birds prefer to swim in the water. The researcher makes an error because the researcher was instructed to observe birds. Consequently, the researcher should have complied with the research conditions. The researcher should have observed all types of birds. For example, there are different types of birds. The seagulls fly over the waters to feed on fishes trying to take in air from the water’s surface. The monkey-eating eagles are eagles that eat monkeys for food. The swallow are small birds. The chickens prefer to stay on the ground, instead of swimming on the water. The Swan is a beautiful white bird that swims effortlessly inside a body of water. The ostrich is a bird that is as big a human being. Second, the researcher makes a general conclusion based on a certain group or community (Brady 138). For example, the researcher observes a group of Eskimo residents in their Igloo homes. The researcher, an Alaska resident, makes a n erroneous conclusion that human beings can freely live in an icy condition. The researcher makes general the conclusion that people are comfortable living and working in the subzero weather conditions. To correct the erroneous inquiry outcome, the researcher should have invited people to stay in Alaska, a subzero icy location. The African resident who arrives in Alaska’s subzero weather conditions will surely feel uncomfortable in the icy weather. The African resident is used to the hot 110 degree desert weather. The African resident will feel uncomfortable using the thick Eskimo dress. The same resident African resident will feel uncomfortable moving around the icy land surface using a sledge. Further, the rainforest resident would also feel uncomfortable living in the Igloos. The same rainforest would not engage in one’s favorite beach activities because the icy waters are too cold for human swimming. The rainforest citizen may not accept the sudden change of envir onment from the comfortable familiarity of the rains of the Amazon rainforest to the subzero weather condition. Third, the researcher makes illogical research reasoning (Schell 93). The researcher can make erroneous observation by implicating a wrong statistical procedure. For example, the total of the male count is erroneous written as 10 instead of the correct 1,000. If the true female count is 200, the wrong male count shows erroneous findings that the female respondents are more than the male respondents. Likewise, erroneous mixing up the data will generate a wrong research outcome. Consequently, the other research findings will erroneously crop up. The other research findings may include the erroneous finding that the males are erroneously better than females, in terms of making daily choices. Question 2. Inductive and deduction research. Deductive research starts from the general and finishes with the specific (Bachman 48). The researcher observes several animals. The research er observes that eagle has wings. The researcher also sees that the ostrich has wings. The researcher kingfisher bird has wings. Lastly, the researcher sees several ducks and swans effortlessly swimming in the nearby lake. Based on the researcher’s observation of the different types of birds, the researcher makes a concept or theory that all birds have wings. On the other hand, inductive research starts with the specific and finishes with