Which of the Following Statements About How Personal Characteristics Can

question 35

Multiple Choice

Which of the following statements about how personal characteristics can be used as predictors of sales performance success is true?

• A) Some personal variables such as personal history, family background, current marital status, and vocational skills are related to differences in performance among salespeople
• B) Gender is an important factor for explaining the differences in performance across salespeople
• C) Sales aptitude and self-esteem explain the largest portion of the variance in performance across salespeople
• D) Physical appearance is a strong predictor of whether a candidate for a sales job will be a successful salesperson
• E) Marital status, family status, and financial status cannot be used as predictors of an individual's success in a sales job

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Definitions:

Cash Payback Period

The duration required for an investment to generate cash flows sufficient to recover the initial outlay or cost.

Net Income

A company's earnings that remain after subtracting all expenses and taxes from total revenue.

Expenditure

Money spent or cost incurred in an organization's efforts to generate revenue, representing the consumption of goods and services.

Discount Period

The time period between the date of sale and the due date, during which a payment may be made at a reduced rate.