Which of the Following Statements Provides Important Knowledge to the Sales

Multiple Choice

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