According to Expectancy Theory a salesperson will be motivated to work harder when they believe that greater effort will lead to greater performance.

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According to Expectancy Theory, salespeople will be motivated to work harder if they believe that their increased effort will lead to better performance, and ultimately to greater rewards. This theory suggests that there are three key factors that influence motivation: expectancy (the belief that increased effort will lead to improved performance), instrumentality (the belief that improved performance will result in greater rewards), and valence (the perceived value of those rewards). Therefore, the statement is true.

According to Expectancy Theory a Salesperson Will Be Motivated to Work