Which of the following statements about the components of role perceptions is true?
A. Perceived role ambiguity occurs when a salesperson believes the role demands of two or more of his partners are incompatible
B. Perceived role conflict arises when salespeople believe they do not have the information necessary to perform the job adequately
C. Role inaccuracy is another term for role ambiguity
D. Business to business salespeople are particularly vulnerable to role inaccuracy, conflict and ambiguity
E. All of the above statements about the components of role perceptions are true
Ans: D. Business to business salespeople are particularly vulnerable to role inaccuracy, conflict and ambiguity
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As an outside sales training specialist, it is in your best interest to show a strong relationship between your program and subsequent performance. Which of the following factors would you suggest your clients measure to see if their investments have "paid off"?
a. salesperson morale b. improved customer relations c. salesperson turnover rates d. all of the above e. both b and c of the above
There are situations in which consumers know a brand's category membership but may not be convinced the brand is a valid member of the category
Indicate whether the statement is true or false