Which of the following statements provides important knowledge to the sales manager who wants to plan successful strategy?
A. Salespeople always react favorably to a rapidly changing product line because it adds variety to their job
B. When salespeople operate under uncertainties or limited product supply, their expectancy and instrumentality estimates are likely to be high
C. Company policies can hinder a salesperson's effectiveness by indirectly affecting their valence for rewards, accuracy of their expectations and instrumentality perceptions
D. The stronger a firm's competitive position, the lower its sales force expectancy estimates are likely to be
E. All of the above statements would provide important knowledge to the sales manager who wants to plan successful strategy
Ans: C. Company policies can hinder a salesperson's effectiveness by indirectly affecting their valence for rewards, accuracy of their expectations and instrumentality perceptions
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Karen Rogers is a salesperson for Solar Panels Inc. She attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. Karen Rogers is engaging in which step of the selling process?
A) demonstration B) preapproach C) prospecting D) approach E) presentation
Which of the following is NOT true about types of media, specific outlets, and individual connectors?
A) They can influence the ways consumers perceive a message. B) Each has a varying level of credibility depending on the target audience. C) Consumers turn to these sources for different reasons. D) Consumers turn to them depending on what they need at a particular moment. E) They are all treated equally in the minds of consumers.