Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself : Some Preliminary Findings

Examines salespeople′s attitudes towards specific sales tasks and work‐related aspects; anticipated fulfilment or non‐fulfilment to various organizational outcomes; and self‐perceived emotional and performance‐related outcomes at the workplace. Suggests that there is a relationship between anticipated (non)‐fulfilment and perceived levels of job (dis)satisfaction, motivation and performance. Opportunities for creating a highly satisfied salesforce depend mostly on the managerial effectiveness in bridging the gap between salespeople′s preferred and anticipated outcomes.