The Second Variable in Expectancy Theory Requires the Worker to Ask

question 109

Multiple Choice

The second variable in expectancy theory requires the worker to ask him- or herself: If I perform at a given level, how likely is it that I will ________?

• A) attain the reward or outcome I am looking for
• B) be promoted to a higher position in the company
• C) keep my job
• D) be noticed by my superiors

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Definitions:

Question Approach

A sales technique involving the use of strategic questions to engage a potential client and uncover their needs or objections.

Problem-Solution Presentation

A method of selling where the salesperson highlights the issues the potential customer is facing and presents their product or service as the solution, effectively addressing the customer's needs.

Direct Negative-No

A straightforward or unambiguous refusal or rejection, often used in the context of sales or negotiations.

Introductory Approach

The initial method or strategy a salesperson uses to engage with a potential client, setting the tone for the sales interaction.