According to the Textbook, Which of the Following Best Summarizes

question 143

Multiple Choice

According to the textbook, which of the following best summarizes the research findings regarding high-performing sales managers?

• A) The best sales managers focus primarily on recruiting, selection, and training, which provide the talent necessary for superior performance.
• B) The best sales managers focus on integrating sales with the other functional areas within the organization.
• C) The best sales managers focus primarily on achieving market share objectives.
• D) The best sales managers prepare their sales team for constant change by being role models and mentoring salespeople.

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Definitions:

Perceptual Expectancy

The predisposition to perceive things in a certain way due to previous experiences or assumptions.

Previous Experiences

All the events, knowledge, learning, and personal developments that an individual has encountered prior to the current moment.

Just Noticeable Difference

The minimum level of stimulus intensity change needed to produce a noticeable variation in sensory experience.

Difference Threshold

The minimum difference in stimulation that a person can detect 50% of the time, also known as the just noticeable difference (JND).