Which of the Following Statements Is Based on Research That

question 83

Multiple Choice

Which of the following statements is based on research that has been done about the characteristics needed for a successful salesperson?

• A) Research has shown that a candidate's aptitude for sales is unimportant because aptitude can be taught
• B) On average, factors that sales managers cannot control account for the largest proportion of the variance in performance across salespeople
• C) Personal characteristics do not explain and cannot be used to explain individual differences in performances
• D) The performance of a given salesperson is a function of organizational variables and unrelated to personal traits
• E) Successful salespeople are both born and made

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Definitions:

Public Goods

Goods that are non-excludable and non-rivalrous, meaning no one can be prevented from using them and one person's use does not reduce availability to others.

Consumer Surplus

The gap between what consumers are prepared and can afford to pay for a product or service, and what they end up paying in reality.

Producer Surplus

The difference between the amount producers are willing to accept for a good versus what they actually receive.

Marginal Benefit

Marginal benefit is the additional satisfaction or utility received by consuming one more unit of a good or service.