11Salesperson Performance: Behavior, Motivation, and Role Perceptions


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 ...

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