Susan, a sales manager, believes she should accompany her sales representatives on sales calls. Curtis, who is also a sales manager, does not believe he should accompany sales representatives because he believes his sales representatives can handle clients on their own. Susan and Curtis have different ____ for being sales managers.

Question

Quizplus · Accepted Answer

Susan and Curtis have different role concepts, which refer to their beliefs and attitudes about their roles as sales managers, including their responsibilities and expectations. In this case, Susan believes that being present on sales calls is part of her role, while Curtis believes otherwise. Role differentiation (A) refers to the process of clarifying and defining roles within an organization, and equilibrium (C) and valence (D) are not relevant to this situation.

Susan, a Sales Manager, Believes She Should Accompany Her Sales