According to this theory, salespeople have three professional needs, achievement, affiliation and power. Also, a high need for achievement and affiliation has been related to higher sales force performance.

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The Theory of Learned Needs, developed by David McClelland, proposes that individuals have three fundamental needs - achievement, affiliation, and power - that motivate their behavior in the workplace. This theory has been applied in sales contexts, with research suggesting that a high need for achievement and affiliation correspond with better sales performance.

According to This Theory, Salespeople Have Three Professional Needs, Achievement