Johan Yee Has Been a Sales Representative at a Medium-Sized

question 40

Multiple Choice

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years.He has just been promoted by the sales director of his company to sales manager of a new territory they are opening up.As sales manager,he is tasked with hiring and training three new sales representatives for his team.
-Soon after receiving the promotion,Johan is approached by the administrative assistant of his former sales unit.She tells him that she wants to join his team as a sales representative.She points out that she has solid knowledge of the products and company procedures already,and that he knows that she is a hard worker.What other benefit would there be to Johan in hiring her as a sales representative?

• A)He already knows that she fits into the company culture and understands its mission.
• B)He knows that he can pay her less than he would have to pay someone hired from outside the company.
• C)He has a personal friendship with her,which means he will be able to manage her.
• D)He knows that she is outgoing,and that that is the primary characteristic of a good salesperson.
• E)He has never had a disagreement with her,so there is no reason not to hire her.

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Definitions:

Attribution Theories

Psychological theories that try to explain how people determine the causes of behavior, whether their own or someone else's.

Halo Effect

A cognitive bias in which an observer's overall impression of a person influences their feelings and thoughts about that person's character or properties.

Horn Effect

A cognitive bias where a negative trait of a person disproportionately influences one's perception of them, often overshadowing their positive attributes.

Differing Cultural Backgrounds

The variety of experiences and perspectives that individuals bring into interactions, stemming from their unique cultural heritage.