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:

Accounts Payable

Liabilities of a business that are owed to creditors for goods and services purchased on credit.

Liability

A financial obligation or amount owed by a business to another entity, which is expected to be settled in the future.

Capital

The wealth, either financial or tangible, that is used in the creation of more wealth, such as money or assets owned by an individual or organization.

Ledger

A comprehensive accounting book that keeps track of all financial transactions systematically.