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chapter 7 sales mana

chapter 6 sales mana

QuestionAnswer
• Role accuracy (pg. 187) o The degree to which the salesperson’s perceptions of his or her role partners’ demands – particularly company superiors – are accurate.
• Perceived role conflict (pg. 187) o The degree to which a salesperson’s believes the role demands of tow or more of his or her role partners is incompatible
• Perceived role ambiguity (pg. 187) o The degree to which a salesperson believes they do not have the information necessary to perform the job adequately.
• Motivation (pg. 189) o The amount of effort the salesperson desires to expend on each activity or task associated with the job.
• Expectancies (pg. 189) o A salesperson’s estimate of the probability that expending effort on a specific task will lead to improved performance on the same dimension.
• Valences for performance (pg. 189) o A salesperson’s perception of the desirability of attaining improved performance on some dimension or dimensions.
• Instrumentalities (pg. 189) o A salesperson’s estimates of the probability that improved performance on a given dimension will lead to increased attainment of particular rewards.
• Valences for rewards (pg. 189) o A salesperson’s perceptions of the desirability of receiving increased rewards as a result of improved performance
• Extrinsic rewards (pg. 193) o Rewards controlled and bestowed by people other that the salesperson, such as managers or customers. They include such things as pay, financial incentives, security, recognition, and promotion (rewards generally related to lower order human needs).
• Intrinsic rewards (pg. 193 o Rewards controlled by the salesperson within themselves. They include such things as feelings of accomplishment, personal growth, and self-worth. (rewards generally related to higher order human needs)
Created by: mgreenfield
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