The valence for the performance of a person in sales is a function of:
A. The person's estimate of the probability that increased performance will yield increased rewards
B. Instrumentality and valence for rewards
C. The person's relative desire for rewards
D. How the person perceives the desirability of improved performance
E. How the person perceives the linkage between performance and rewards
Ans: B. Instrumentality and valence for rewards
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According to the text, the international environment is all of the uncontrollable forces originating outside the home country that surround and influence the firm.
a. true b. false
As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments and always presenting a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as:
a. consistent with those behaviors from a boss. b. a part of coaching called role modeling. c. a part of feedback called mirroring. d. a part of image management to get a promotion. e. none of the above.