The IUP Journal of Management Research
What Engages the Salesforce Optimally in Real Estate Sector: A Study

Article Details
Pub. Date : Jan, 2020
Product Name : The IUP Journal of Management Research
Product Type : Article
Product Code : IJMR20120
Author Name : Venkateswarlu Karumuri, S Rajani
Availability : YES
Subject/Domain : Management
Download Format : PDF Format
No. of Pages : 20



Wholehearted engagement in the given work on the part of the employees is becoming a problem to the organizations as the expectations of the employees are different from one another. The present paper tries to understand the various drivers of salesforce engagement in the real estate sector in Visakhapatnam, Andhra Pradesh, India. A structured questionnaire is used to elicit responses from the salesforce working in real estate companies in Visakhapatnam. Factor analysis is used to identify the significant salesforce engagement drivers. The results are of help to the real estate sector to engage the salesforce in an optimum manner by concentrating on these vital drivers.


In the glocalized scenario, where change is inevitable on a frequent basis, the organizations realize that the only resource that can change their strategies, if properly utilized, is Human Resource (HR) and its talent. At this juncture, the role of HR is obvious as a strategic partner in terms of decision making and making people contribute wholeheartedly. The employees should be fully motivated and engaged to give optimum results to the organizations with their effective and efficient performance, making them work for the organization in all dimensions like physical, emotional and psychological, which is a tough concept for the HR manager.


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