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Motivating a Sales Force

order needs, growth needs, are concerned with personal development and the realization of one's potential. The hierarchical ordering in terms of potency (prepotency) means that a deficiency in a lower-order need can supersede a higher-order need (Lovio-George, 1996).

Maslow's deficiency needs are identified as physiological needs, including the need for food, water, sleep and freedom from pain. Once these needs are met, the second order needs, safety needs, can be addressed. Safety needs relate to obtaining a secure environment in which an individual is free from threats. If a person is reasonably safe and secure, the third set of needs can be considered. These are social needs, and include the need for affection, love and sexual expression. The absence of friends or loved ones can lead to serious maladjustment of individuals and prevent the individual from meeting higher-order needs.

The growth needs begin with the need for esteem, including self-respect and the esteem of others. Esteem needs include the desire f

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Motivating a Sales Force. (1969, December 31). In LotsofEssays.com. Retrieved 19:04, May 18, 2024, from https://www.lotsofessays.com/viewpaper/1694539.html