11Salesperson Performance: Behavior, Motivation, and Role Perceptions

image_37

Learning Objectives

How a salesperson performs is the result of a complex interaction among many factors, including the individual’s personal characteristics, motivation, and perceptions of the job. Sales managers must have a clear understanding of salesperson performance to maximize the performance potential of their people. This chapter will present a model of salesperson performance and lay the groundwork for chapters 12 through 14. It also focuses on a key element in the model: the salesperson’s role perceptions.

Sales managers must motivate and direct the behavior ...

Get Contemporary Selling, 5th Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.