CHAPTER 6
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
LEARNING OBJECTIVES
How a salesperson performs is the result of a complex interaction of many factors. Many of those factors are the result of an individual’s personal characteristics, motivation, and perceptions of the job. It is vital that sales managers have a clear understanding of salesperson performance so that they can maximize the performance potential of the salespeople in the organization. This chapter will present a model of salesperson performance and lay the groundwork for the information in Chapters 6 through 11. In addition, this chapter focuses on one of the key elements in the model: the salesperson’s role perceptions.
After reading this chapter, ...
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