Research Findings Demonstrate That Salespeople Put Forth More Effort to Reach

question 5

Multiple Choice

Research findings demonstrate that salespeople put forth more effort to reach goals that are:

• A)external
• B)self-determined
• C)general
• D)specific
• E)unchanging

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Definitions:

Sales Force Management

The planning, direction, and control of personal selling activities, including recruitment, selection, training, motivating, compensation, and evaluation as they apply to the sales force.

Personal Selling Activities

Direct interactions between sales representatives and potential customers aimed at making a sale and building customer relationships.

Predictive Analytics

Employing data, statistical methods, and machine learning approaches to forecast future events by analyzing past historical data.

Prospective Customer

An individual who has shown interest in a product or service and is considered likely to become a customer in the future.