About
Joe Salatino's case study mainly focuses on the employee self competency. Joe's employees understood the importance of perceptions and attributions.
They were able to adapt and get attached to client's lives in order to increase their sales. The employees related themselves to their customers and made difference to the company's business. Joe offered a good example to the industry that how the customers, employees and the organization benefits by using the perceptions , attribution principals, and learning theory of organization and behavior practices.

1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Perception is defined as a process by which individual selects, organizes, interprets and responds to information.
Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others.
(wikipedia.gov).

Perceptions & Attributions play a key role in a business and it can lead to making a sale or losing a sale. The customers perception and attributions helps the sales professional to control and understand how a potential customer perceives them and also the product he is attempting to sell. This is considered as impression management (Hellriegel and Slocum. 2011. pp.117).
Success for a salesperson often lies in the nuances of social behavior and the skills for building relationships and controlling another person’s perception.
Convincing the customer in perceiving that the product is of great value and the product is worth the money spent is important in the sales process and is a form of impression management.
The perception of a sales professional that he or she has the authority and can be trusted by the customers is the mantra for an successfull sale.
Furthermore, they need to be able to overcome any