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D099 Module 6

Sales Role Perceptions

QuestionAnswer
Role stress Occurs when an employee feels job pressures
Role ambiguity The result of a salesperson's roles and responsibilities being unclear as the result of, for example, incomplete job descriptions or a change in role
Role inaccuracy When a salesperson has a misunderstanding of the role he or she is expected to perform
Role conflict When incompatible demands have been placed upon an employee
Job satisfaction The amount of contentment a person feels in a job
Customer structure Used by organizations that serve customers who need a particular type of product to be tailored specifically to them
Geography structure An organization is based on geographic segmentation
Matrix structure People from various functional areas of an organization are brought together for a special project and report to two supervisors
Product structure Based on the goods or services that a company sells or produces by its organization unit and is typically used by companies with many product lines
Centralization The degree to which authority is concentrated in one area of an organization
Personal factors Factors such as gender, age, income level or social class, ethnicity, sexual orientation, lifestyle, religious beliefs, and culture
Object factors The degree of information that a consumer has about a product
Situational factors Products that can easily conform to and enrich a consumer's lifestyle tend to be consumed with more frequency and involvement
Social factors Tend to rely on the opinions and advice of friends and family
Decentralization Decision-making responsibilities are delegated by top management to middle and lower-level managers
Limited problem-solving mindset Little consideration before arriving at a decision
Extended problem-solving mindset A great deal of effort into their purchase decision, gathering information through research and taking care to evaluate all options before arriving at a decision
Sales role perception A process by which a consumer identifies, organizes, and interprets information to create meaning
Created by: kim.miller
 

 



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