Which of the Following Are Indicators That a Sales Force

question 28

Multiple Choice

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

• A) key customers wonder where your salesperson is.
• B) current customers are considering switching suppliers.
• C) new customer development is down.
• D) your salespeople don't seem sufficiently stimulated.
• E) all the above are all indicators of too large a sales force.

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Definitions:

External Validity

The extent to which the results of a study can be generalized to other situations and to other people.

Multiple Act Criterion

A standard in social and behavioral research that emphasizes judging behaviors or actions based on a series of observations, rather than a single instance.

Thurstone Scale

A psychometric scale developed by Louis Thurstone to measure attitudes, consisting of statements about a particular issue with varying degrees of agreement or disagreement.

Dimension of Measurement

A specific aspect, property, or characteristic that can be measured or quantified.