Which of the Following Statements About the Personal Variables That

question 26

Multiple Choice

Which of the following statements about the personal variables that produce successful salespeople is true?

• A) Factors that reflect a person's emotional maturity and cooperative behavior also tend to be good predictors of sales performance
• B) Matching salespeople with customers on the basis of personality similarities is the most preferred method for assigning accounts
• C) Salespeople with equal motivation, role perceptions, and training will invariably perform equally well since these are the factors that management can influence
• D) Sales managers should hire salespeople with relatively similar personality traits, aptitudes, and skills to minimize the differences within the sales force
• E) The more similar the salespeople are to their customers, the higher the probability of success