The Tasks Involved in Managing Personal Selling Include All of the Following

question 223

Multiple Choice

The tasks involved in managing personal selling include all of the following except

• A)selecting salespeople.
• B)evaluating the performance of individual salespeople.
• C)setting sales objectives.
• D)organizing the salesforce.
• E)designing new direct sales promotions to generate new sales.

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Definitions:

Belief in a Just World

The cognitive bias that assumes people get what they deserve, leading to a rationale for misfortune and suffering.

Empathy-Altruism Model

The idea that the reason people help others depends on how much they empathize with them. When empathy is low, people help others when benefits outweigh costs; when empathy is high, people help others even at costs to themselves.

Empathy Gap

The difficulty in understanding or predicting the preferences, behaviors, or feelings of those who are in a different emotional or physical state.

Perspective Taking

The cognitive process of considering another person's viewpoint or understanding the world from their perspective.