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    Sales Force Management Study Set 1
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    Exam 7: Salesperson Performance: Motivating the Sales Force
  5. Question
    The Magnitude of a Salesperson's Instrumentality Estimates Reflects the Sales
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The Magnitude of a Salesperson's Instrumentality Estimates Reflects the Sales

Question 73

Question 73

True/False

The magnitude of a salesperson's instrumentality estimates reflects the sales rep's perceptions of his or her ability to control or influence his or her own job performance.

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