Salesperson Performance: behavior role Perceptions and Satisfaction

The salesperson believes the role demands of two or more of his or her role partners are incompatible. Thus, the individual cannot possibly satisfy them all at the same time. A salesperson suffers from role conflict, for example, when a customer demands a delivery schedule or credit terms the sales rep believes will be unacceptable to company superiors. The salespeople may be uncertain about what some role partners expect of them in certain situations, how they should satisfy those expectations, or how their performance will be evaluated and rewarded.