Close Supervision of the Sales Force by the Sales Manager

question 50

Multiple Choice

Close supervision of the sales force by the sales manager has been referred to as a two-edged sword because it:

• A) Reduces both role conflict and role ambiguity
• B) Requires the boundary-spanning salesperson to please both internal and external stakeholders
• C) Helps reduce role inaccuracy while increasing role ambiguity
• D) Improves sales force performance while using up a huge amount of the sales manager's time
• E) Encourages linkage role inaccuracies while increasing motivation levels

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Definitions:

Freud

Sigmund Freud was an Austrian neurologist and the founder of psychoanalysis, a clinical method for treating psychopathology through dialogue between a patient and a psychoanalyst.

Cumulative Experience

The total knowledge or skill that is gained through repeated exposure or activity over time.

Jung

Carl Jung, a Swiss psychiatrist and psychoanalyst who founded analytical psychology, known for concepts like archetypes, the collective unconscious, and individuation.

MBTI

The Myers-Briggs Type Indicator, a personality inventory classifying individuals into 16 psychological types based on preferences in perceiving the world and making decisions.