At present the companies are conscious of the importance of possessing a commercial structure properly qualified and with a high grade of motivation, capable of sharing the targets fixed by the proper department, making them his. We understand for motivation all force or interior impulse that initiates, supports and directs the conduct of a person in order to achieve a certain target. In the labor ambience «to be motivated» supposes being stimulated and interested sufficiently how to face the activities and the conduct towards the fulfillment of a few targets established previously. Although we center on the commercial team, it can be extensible to any other department. The proactividad is one of the Home positive variables of the XXIst century.

9.1. Process of the motivation

The motivation in the persons begins with the appearance of a series of internal and external stimuli that make feel a few needs, when these materialize in a specific desire, they face the activities or the conduct in the direction of the achievement of a few targets, capable of satisfying the needs.

GRAPH 2. PROCESS OF THE MOTIVATION

If we apply the motivation process to the commercial ambience, the company between other stimuli and incentives can initiate the motivation between his sellers applying for example a politics of internal promotions. This one will make arise the need that will materialize in the appearance of the desire to be promoted inside the department, facing the performances of the TV/radio commercial towards the attainment of the objective one «to be one of the promoted ones».

At general level, we can establish the distinction between two classes of motivations:

• Intrinsic motivation. That one in which the action is an end in itself and does not try
  no award or exterior reward to the action. The worker is considered to be completely automotivated.
• Extrinsic motivation. It takes place as a result of the existence of external factors, that is to say citing as an example some element motivacional of economic type.

It is clear that if the company achieves that his commercial structure is motivated so much intrinsic as extrinsically, it will be able to have his workpeople at a good level of integration and satisfaction, creating a labor climate that will reverberate positively in his yield level, what will redound to benefits for the company.