Two major psychological needs common to all people are recognition and security. Psychic ­income, which consists of factors that provide psychological rewards, helps satisfy these important needs and motivates persons to achieve higher levels of performance. The need for recognition has been established in numerous studies that have examined human motivation. Workers from all employment areas indicate that recognition for work well done is an important morale-building factor.

In selling, recognition occurs more frequently and with greater intensity than it does in most other occupations. Because selling contributes so visibly to the success of most business firms, the accomplishments of sales personnel seldom go unrecognized. Most people want to achieve some measure of security in their work. Selling is one of those occupations that usually provide job security during both good and bad times.