Salesperson According to Maslow's Theory

Paper Summary:

This paper examines Maslow's theory of a hierarchy of human physical, emotional, and social needs. It shows how he wrote that human beings are motivated by unsatisfied needs and how the promise of fulfilling unfulfilled needs is what primarily drives human beings into action. This theory is analyzed in context of a salesperson's job.

From the Paper:

"The salesperson's calling is also based upon needs, as in "I need to make a living and earn 'y' amount of dollars, therefore I will sell you 'x.'" However, the relationship of a salesperson on commission is even more needs based than perhaps some other professions. On the most basic and elemental of levels, the salesman or woman is motivated by his or her physiological needs-the need to eat, the need to feel warm, to buy clothes-all of which require a salary. The salesman will sell homes via the mortgage company to facilitate a buyer's own physical needs to have a kitchen to eat and store food, to feel warm in a residence, or to have a place to stay to weather the elements. Thus selling mortgages fulfills the prime, first, core base of the psychologist Abraham Maslow's hierarchy of human needs."

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