After Studying the ""Summary of the Effect of Variables on Salesperson

question 49

Multiple Choice

After studying the ""Summary of the effect of variables on salesperson performance,"" many sales managers find:

• A) Demographic variables are consistently the most important factors
• B) Responsibility among salespeople overcomes weaknesses in other areas
• C) Some traits commonly used to evaluate new recruits have not proven effective in accounting for differences in sales performance
• D) Sociability and self-esteem are negative variables that take away from sales performance
• E) All of the above

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Definitions:

Repression

Defense mechanism in which the ego pushes anxiety-provoking material back into the unconscious.

Unconscious

The part of the mind that is inaccessible to the conscious mind but that affects behavior and emotions.

Preconscious

According to Freud, area of the psyche that contains material from the unconscious before it reaches the conscious mind.

Collective Unconscious

According to Carl Jung, the wisdom accumulated by society over hundreds of years of human existence and stored in the memories of individuals.