A salesperson who thought he was to devote most of his time to qualifying new accounts while his sales manager thought the salesperson was supposed to spend most of his time servicing customers would be having a problem with the accuracy of his expectancy perceptions.

Question

Quizplus · Accepted Answer

The salesperson and the sales manager have different expectations about how the salesperson should spend their time. This difference in expectations can lead to problems with the salesperson's performance and motivation.

A Salesperson Who Thought He Was to Devote Most of His