Which of the following statements about the personal variables that produce successful salespeople is true?
A. Factors that reflect a person's emotional maturity and cooperative behavior also tend to be good predictors of sales performance
B. Matching salespeople with customers on the basis of personality similarities is the most preferred method for assigning accounts
C. Salespeople with equal motivation, role perceptions and training will invariably perform equally well since these are the factors that management can influence
D. Sales managers should hire salespeople with relatively similar personality traits, aptitudes and skills to minimize the differences within the sales force
E. The more similar the salespeople are to their customers, the higher the probability of success
Ans: A. Factors that reflect a person's emotional maturity and cooperative behavior also tend to be good predictors of sales performance
You might also like to view...
According to an academic survey of large and small U.S. businesses, the IRR method of capital budgeting is slightly preferred over NPV by the survey respondents
Indicate whether the statement is true or false.
If the product is made to a customer's orders or specifications or if products are made in separately identifiable "lots" or "batches," a process cost system is appropriate
a. True b. False Indicate whether the statement is true or false