A Sales Manager Has Just Discovered That One of His

question 126

Multiple Choice

A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:

• A) that the sales rep's quota was set too high.
• B) that the sales rep lacks the desire to succeed.
• C) that "all is well" because other salespeople had sales that were at least 20 percent over their quotas.
• D) that the salesperson's performance index is 4 .
• E) nothing thus far-because of the "iceberg principle."

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Definitions:

Deindividuation

A psychological state in which an individual loses self-awareness and self-restraint, often in group settings.

Social Compliance

The act of adhering to the rules, standards, or laws of society or a specific group, often to fit in or be accepted by the group.

Identity Transfer

A psychological phenomenon where individuals adopt the characteristics, values, or beliefs of another person or group as their own.

Social Loafing

The tendency of individuals to put less effort into a task when they are part of a group, compared to when they work alone.