Site MapHelpFeedbackSalesperson Performance: Behavior, Motivation, and Role Perceptions
Salesperson Performance: Behavior, Motivation, and Role Perceptions


After reading this chapter, you should be able to

  • Understand the model of salesperson performance.


  • Identify the various components that make up the model.


  • Discuss the role perception process.


  • Understand why salespeople are susceptible to role issues.










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