What Is Fundamentally Incorrect with the Hypothesis: ""Salespeople Are More

question 24

Multiple Choice

What is fundamentally incorrect with the hypothesis: ""Salespeople are more likely to be successful when dealing with prospects who are similar to themselves in demographic characteristics, personality traits, and attitudes than when their prospects have characteristics different from their own.""

• A) Federal legislation makes it illegal to gather this information about individual salespeople
• B) The hypothesis is illogical because it is a well-known fact that opposites attract
• C) Research does not support the similarity hypothesis
• D) No research has yet been done to prove this hypothesis
• E) Research has shown there is nothing wrong with this hypothesis which should be widely used by all sales managers

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Definitions:

Personal Past

An individual's history or background, including all personal experiences, which shapes their identity, perceptions, and behaviors.

Nondefensive Stance

An approach or mindset of being open to feedback, criticism, or dialogue without feeling threatened or needing to justify oneself.

Presenting Challenges

The initial problems or difficulties that a person or group reports or exhibits.

Cultural Differences

Cultural differences encompass the variety of behaviors, values, practices, and beliefs that distinguish one group of people from another, influenced by societal norms, history, and traditions.