Expectancy Theory States That Sales Reps Will Work Hard for the Things

question 5

Multiple Choice

Expectancy Theory states that sales reps will work hard for the things they value.Managers,therefore,need to:

• A)reward salespeople with items of high value
• B)figure out what things each particular salesperson values
• C)ask salespeople how they feel they compare to others in the organization
• D)provide the most challenging work environment possible for each employee
• E)make sure a salesperson's physiological and security needs are taken care of

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