Which of the Following Statements Regarding the Use of Professional

question 91

Multiple Choice

Which of the following statements regarding the use of professional development criteria in salesperson evaluation is false?

• A) Salespeople that are developing professionally are increasing their chances of successful performance over the long run.
• B) Salespeople have little control over the development of personal characteristics related to success in their selling situation.
• C) Professional-development criteria introduce a long-term perspective into the salesperson performance-evaluation process.
• D) Improving selling skills is an example of a professional development criterion.
• E) Many sales organizations incorporate multiple professional development criteria into their salesperson performance evaluations.

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Definitions:

Assertiveness

The characteristic of possessing confidence and assertiveness without displaying aggression.

Cooperativeness

The inclination or practice of working jointly with others for a common purpose or benefit.

Task Interdependence

The degree to which tasks within an organization require coordination and cooperation among employees or teams.

Resource Scarcity

A situation in which there are insufficient resources to satisfy the needs and desires of all individuals or entities, leading to competition and potential conflict.