ABSTRACT
Salespeople operate in a highly dynamic, stressful environment outside of the company. Expanded sales training programs, closer day-to-day supervision of the sales force, and periodic review of each salesperson's time and effort by the supervisor should improve the accuracy of expectancy estimates. People with different personal characteristics have divergent perceptions of the links between effort and performance and between performance and rewards. Expectancies are the salesperson's perceptions of the link between job effort and performance. The accuracy of expectancy estimates refers to how clearly the salesperson understands the relationship between effort expended on a task and the resulting achievement on some performance dimension. The accuracy of instrumentality estimates refers to the true linkages between performance on various dimensions and the attainment of rewards as determined by management practices and policies on sales performance evaluation and rewards for levels of performance.
