accuracy- expected performance levels. A similar procedure was followed to compute the salesforce and each salesperson's accuracy with respect to customers' expected performance levels. However,these (ten) item were measured on scales of differing magnitudes. Therefore, the absolute errors of prediction were converted to percentages for comparative purposes. To calculate the accuracy of individual salespeople, The salesperson's prediction was compared to the response of his/her customers. the percentage error scores were summed to form a composite measure of each salesperson's accuracy and mean for all salespeople was calculated.