With Respect to Sales Force Structure, the _____ Sales Force

question 21

Multiple Choice

With respect to sales force structure, the _____ sales force has each salesperson sell only one product or product line (even when selling to a single customer) .

• A)territorial
• B)product
• C)customer
• D)matrix
• E)"open plan"

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Definitions:

Internal Attributions

Explanations for behavior or outcomes that are based on internal factors, such as personality traits or effort.

External Attributions

The process of assigning the cause of behavior to situational factors outside the individual, rather than to internal characteristics.

Self-serving Bias

A cognitive bias where individuals attribute positive outcomes to their own actions and negative outcomes to external factors.

Task Difficulty

The level of challenge associated with completing a particular task, which can vary based on skills, resources, and other factors.