Role Set

Marketing dictionary

Role Set

The set of people who have a vested interest in how the salesperson performs the job. These people include the individual's immediate superior, other executives in the firm, purchasing agents and other members of customers' organizations, and the salesperson's family. They all try to influence the salesperson's behavior, either formally through organizational policies, operating procedures, training programs, and the like, or informally through social pressures, rewards, and sanctions.

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