Positive Motivation: Positive motivation induces people to do work in the best possible manner and to improve their performance. Positive motivation or incentive motivation is based on reward. The workers are offered incentives for achieving the desired goals. Under this, better facilities and rewards are provided for their better performance. Such rewards and facilities may be financial and non-financial. For a salesperson, positive motivation could be to achieve sales target and claim increased commission, remuneration, recognition, promotion etc.

Negative motivation: Negative or fear motivation is based on force or fear. Fear causes employees to act in a certain way. In case, they do not act accordingly then they may be punished with demotions or lay-offs. The fear acts as a push mechanism. The employees do not willingly co-operate, rather they want to avoid the punishment. A salesman’s negative motivation could be that he would lose his job if he does not perform well.


Intrinsic Motivation: means that the individual’s motivational stimuli are coming from within. The individual has the desire to perform a specific task because its results are in accordance with his belief system or fulfill a desire.  Some factors which influence the intrinsic motivation of a salesperson includes honour, recognition, power, status etc.

Extrinsic Motivation: Extrinsic motivation means that the individual’s motivational stimuli are coming from outside. In other words, our desires to perform a task are controlled by an outside source.  Extrinsic motivation is external in nature. The most well-known and the most debated motivation is money. examples: employee of the month award, benefits package, bonuses