When Better Market Conditions Prevail or When Company Growth Occurs

question 89

Multiple Choice

When better market conditions prevail or when company growth occurs, a company may suffer if it

• A) lowered its sales force objectives.
• B) recruited additional salespeople.
• C) decided to use a combination compensation plan.
• D) provided additional training for its sales force.
• E) cut back the size of its sales force.

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Definitions:

Cognitive Approach

A psychological perspective that emphasizes mental processes, such as perception, memory, and problem-solving.

Personality Differences

Variations in characteristics, traits, and behaviors that distinguish one individual from another.

Respond to Stress

The process of reacting to and coping with stress, which can vary widely among individuals.

Kelly

George A. Kelly, a psychologist known for his personal construct theory, which posits that individuals continually test predictions about their environment and experiences.