Multiple Choice
The greater the environmental constraints a salesperson sees as restricting performance:
A) The lower the rep's expectancy estimates
B) The lower the rep's valence for rewards
C) The higher the rep's expectancy estimates
D) The higher the rep's valence for rewards
E) The greater the importance of environmental selling
Correct Answer:
Verified
Correct Answer:
Verified
Q24: Describe the three sets of perceptions that
Q25: Which of the following is the BEST
Q26: Valences are the salesperson's perception of:<br>A) How
Q27: How do periods of economic uncertainty affect
Q28: The psychosocial needs of a salesperson in
Q30: Salespeople in the exploration stage of their
Q31: Which of the following statements about instrumentality
Q32: What are expectancies?
Q33: Brad is a salaried sales rep for
Q34: Inexperienced salespeople are likely to have larger