When a Retailer Is Planning for Its Sales Force, It

question 28

Multiple Choice

When a retailer is planning for its sales force, it starts with the question, "How many salespeople should we have?" What is the next question they should be asking?

• A) Where should we find the salespeople?
• B) What kind of salespeople are we looking for?
• C) How should salespeople be compensated for their efforts?
• D) Should we even have salespeople?

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Definitions:

Personality Matching

The use of personality testing to match potential mates based on personality.

Dark Triad

A constellation of three personality traits: narcissism, Machiavellianism, and psychopathy, that are associated with a more manipulative, self-centered, and antisocial disposition.

Lack of Empathy

A deficiency in the ability to understand and share the feelings of others, often leading to difficulties in social interactions and relationships.

Psychopathy

A lack of empathy mixed with impulsivity.