Which of the following statements about how personal characteristics affect a salesperson's level of motivation is true?
A. Highly experienced salespeople have higher valences for lower-order rewards than younger, less experienced salespeople
B. Salespeople with high internal locus of control are likely to have relatively low expectancy and instrumentality estimates
C. Higher educated salespeople are likely to have lower valences for higher-order rewards
D. Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
E. Experienced salespeople have smaller expectancy estimates than inexperienced salespeople
Ans: D. Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
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