1. This question addresses motivation and aspects of the sales role.
   1. Explain motivation.
   2. Use the expectancy equation and its three elements (expectancies, instrumentalities, and valence for rewards) to provide a specific example of your own motivation related to something you experienced at work, at school, or elsewhere. Be sure to be precise in linking your experience to each of the three elements of the model.
   3. What about sales B2B sales roles make them vulnerable to role difficulties?
   4. Give a specific example of when you have experienced each of these two role difficulties (either at work, at school, or elsewhere):
2. Role conflict
3. Role ambiguity