Which of the following statements about the salesperson's role in the organization is true?
A) Role is defined by the expectations and demands communicated by members of one's own role set, by the personal perceptions of those expectations and demands, and finally by the personal behavior of the individual
B) What salespeople think they should be doing has less impact on their actual performance than what management and company say they should be doing
C) A role set represents the activities and behaviors of any person that occupies a position in an organization
D) Role ambiguity occurs when a salesperson inaccurately perceives the demands being placed on him
E) A salesperson who is unsure of how her customers are evaluating her performance is experiencing role conflict

Question

Quizplus · Accepted Answer

The statement accurately describes the role of a salesperson in an organization. The role of a salesperson is defined by the expectations and demands communicated by members of their role set and their personal behavior. This means that salespeople's actions and behavior are partly determined by how they perceive their role and what they think is expected from them. However, their role is also shaped by the expectations and demands communicated by others in their role set, such as managers, peers, and customers. Role clarity is important for salespeople to perform well, and it can be achieved through training, communication, and feedback.

Which of the Following Statements About the Salesperson's Role in the Organization