Which of the Following Statements Is Based on Research That

question 83

Multiple Choice

Which of the following statements is based on research that has been done about the characteristics needed for a successful salesperson?

• A) Research has shown that a candidate's aptitude for sales is unimportant because aptitude can be taught
• B) On average, factors that sales managers cannot control account for the largest proportion of the variance in performance across salespeople
• C) Personal characteristics do not explain and cannot be used to explain individual differences in performances
• D) The performance of a given salesperson is a function of organizational variables and unrelated to personal traits
• E) Successful salespeople are both born and made

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Definitions:

Nonverbal Communication

The exchange of information through body language, facial expressions, and other visual cues rather than words.

Grapevine

An informal communication network within an organization or group, often characterized by rumor, gossip, or unofficial information.

Formal Organization

An organized structure of roles and procedures designed to achieve specific goals, typically characterized by a clear hierarchy and regulations.

Emblem

A symbolic object or design that represents a concept, group, or entity.