Which of the Following Statements Is Based on Research That

Multiple Choice

Which of the following statements is based on research that has been done about the characteristics needed for a successful salesperson?

A) Research has shown that a candidate's aptitude for sales is unimportant because aptitude can be taught
B) On average, factors that sales managers cannot control account for the largest proportion of the variance in performance across salespeople
C) Personal characteristics do not explain and cannot be used to explain individual differences in performances
D) The performance of a given salesperson is a function of organizational variables and unrelated to personal traits
E) Successful salespeople are both born and made