Research by the Klein Institute for Aptitude Testing Suggests That

question 65

Multiple Choice

Research by the Klein Institute for Aptitude Testing suggests that characteristics of salespeople who fail include people who:

• A) Are overly optimistic
• B) Have recently divorced
• C) Tailor their work effort to conform to the job description
• D) Have lived for a long time in one residence
• E) All of the above

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Definitions:

Organizational Variable

A factor within an organization that can vary and influence the behavior of the organization, such as structure, culture, or strategies.

Material Realities

The tangible and physical aspects of life, including the natural environment, built environments, and objects, that influence or determine human experiences and societal structures.

Patriarchal Power

A social system where men hold primary power and predominate in roles of political leadership, moral authority, and control over property.

Glass Ceiling

An invisible institutional barrier that limits professional women’s progress into the upper echelons of an organization.