Number 2 YAY

Research in industrial and organizational psychology suggests that there are five key drivers of Job performance

Role Perceptions, Aptitude, Skill, Motivation, Personal Organizational and environmental variables

Two perceptions salespeople have about their role can cause stress

Role Conflict and Role Ambiguity

Role Conflict

occurs when a salesperson believes that the role demands of two or more role partners are incompatible.

Role Ambiguity

occurs when salespeople believe that they do not have the information necessary to perform the job adequately.

Extrinsic

are those controlled by people other than the salesperson, such as the selling firm or its sales managers

Intrinsic

are those that are not controlled by others (salespeople “give” these rewards to themselves based on performance).