_____ Are More Important in Situations Where the Sales Cycle

question 36

Multiple Choice

_____ are more important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.

• A) Activity quotas
• B) Revenue quotas
• C) Gross margin quotas
• D) Sales commission rate
• E) Sales quotas

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Definitions:

State of Tension

A psychological and physical state resulting from the awareness of a discrepancy between the current state and a desired goal, leading to motivation to resolve the discrepancy.

Cognitive Consistency Theory

A theory suggesting that individuals are motivated to maintain consistency among their beliefs, attitudes, and behaviors, leading to a change in one or more of those areas when inconsistency occurs.

Fritz Heider

A psychologist known for his work on attribution theory, which explores how individuals infer the causes of others' behavior.

Fat Intake

The amount of fat consumed in a diet, significant for nutritional balance and energy provision.