Which of the Following Statements About How Personal Characteristics Affect

question 24

Multiple Choice

Which of the following statements about how personal characteristics affect a salesperson's level of motivation is true?

• A)Highly experienced salespeople have higher valences for lower-order rewards than younger,less experienced salespeople
• B)Salespeople with high internal locus of control are likely to have relatively low expectancy and instrumentality estimates
• C)Higher educated salespeople are likely to have lower valences for higher-order rewards
• D)Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
• E)Experienced salespeople have smaller expectancy estimates than inexperienced salespeople

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