Which of the Following Are Indicators That a Sales Force

question 23

Multiple Choice

Which of the following are indicators that a sales force might be undersized:

• A) key customers wonder where your salesperson is.
• B) current customers are considering switching suppliers.
• C) new customer development is down.
• D) only a and b above.
• E) a, b, and c are all indicators of an undersized sales force.

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Definitions:

Expectancy Theory

A motivational theory suggesting that individuals are motivated to perform if they believe their efforts will lead to desired performance and rewards.

Retributive Justice Theory

A theory of justice that holds that the best response to a crime is a punishment proportional to the offense, inflicted because the offender deserves the punishment.

Bureau of Labor Statistics

A unit of the United States Department of Labor that collects, processes, analyzes, and disseminates essential statistical data related to labor market activity, working conditions, and price changes.

National Compensation Survey

The National Compensation Survey is a comprehensive study conducted by the Bureau of Labor Statistics in the United States that gathers and analyzes salary and benefits data across various occupations and regions.