IGNOU BCOS 186 2026 - उपभोक्ता टिकाऊ वस्तुओं (Consumer Durables) का व्यापार करने व

Question

उपभोक्ता टिकाऊ वस्तुओं (Consumer Durables) का व्यापार करने वाली एक कंपनी बढ़ती प्रतिस्पर्धा के कारण विक्रय मे कमी का सामना कर रही है। इस बात की समीक्षा कीजिए की विक्रय प्रदर्शन को बेहतर बनाने के लिए विक्रय बल की प्रेरणा (Sales Force Motivation) तथा मुआवजा योजनाओ (Compensation Plans) को के पुनःडिज़ाइन किया जा सकता है। अपने उत्तर को व्यावहारिक उदाहरणों से समर्थित कीजिए।

12 Feb 2026

Answer :

Word Count : 480

In a highly competitive market for consumer durables, declining sales can often be attributed to low sales force motivation, ineffective compensation plans, or a lack of alignment between sales targets and employee incentives. To improve sales performance, companies must focus on both motivating their sales force and redesigning compensation plans in a manner that aligns individual efforts with organizational goals. Sales force motivation involves both intrinsic and extrinsic factors. Intrinsic motivation can be enhanced by recognizing achievements, providing opportunities for skill development, and giving sales personnel a sense of autonomy and ownership over their territories or product lines. For example, a company dealing in home appliances might introduce a “Top Performer of the Month” program,

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