Multiple Choice
Sara Davis believes that she could easily improve her selling performance by working a bit harder, but she also thinks that management would not reward her more for any performance improvement. Which of the following statements describes Davis?
A) She has high expectancy and low instrumentality
B) She has high expectancy and low valence for rewards
C) She has high valence for performance and low expectancy
D) She has high valence for rewards and low instrumentality
E) She has high valence for performance and high instrumentality
Correct Answer:
Verified
Correct Answer:
Verified
Q1: The sales representatives for Latoka Industries, a
Q2: Operating from remote offices tends to reduce
Q3: An office equipment salesperson is uncertain about
Q5: Because salespeople occupy boundary positions they face
Q6: Use examples to describe the seven dimensions
Q7: The sales performance model suggests that personal,
Q8: The definition of sales aptitude is the
Q9: How have website sales affected traditional salespeople?
Q10: Researchers do not understand how personal, organizational
Q11: What does having a ""boundary"" position mean