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Motivation plays an important role in personal selling because salespersons work under demanding conditions, face frequent rejection, handle intense competition, and are often required to achieve challenging sales targets. A company therefore uses different motivational techniques to maintain the enthusiasm, commitment, and productivity of its sales force. These techniques may be financial as well as non-financial. Financial incentives are one of the most common methods of motivating salespersons. A company may provide a salary along with commission based on the volume or value of sales achieved. Commission directly links sales performance with earnings and encourages salespersons to increase their efforts. Bonuses may also be offered for achieving specific sales targets, acquiring new customers, selling particular products, or exceeding assigned quotas. Special incentives, such as cash awards, gift vouchers, travel opportunities, and performance-based rewards, can further encourage salespeople to _____ ________ _________ ___ ___ ___ ____ ______ ______ ______.
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