Which of the Following Statements About the Stages in the Sales

question 4

Multiple Choice

Which of the following statements about the stages in the sales career path is true?

• A) Salespeople in the exploration stage would typically have high valences for higher-order rewards and higher expectancies than salespeople at other stages
• B) Salespeople in the establishment stage have the highest valence for promotion and recognition
• C) The point at which a salesperson would be resigned to remaining in sales would be in the establishment stage
• D) Job performance is typically poor in the establishment stage
• E) Personal commitment to the job is usually highest in the exploration stage

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Definitions:

Variable Expenses

Costs that vary directly with the level of output or activity, such as materials and labor.

Operating Income

The profit realized from a business's operations after subtracting operating expenses from the gross profit.

Contribution Format

An income statement format that separates fixed and variable costs to highlight the contribution margin.

Variable Expense Ratio

A metric that compares variable expenses (costs that change with production levels) to total sales, indicating how much revenue is consumed by variable costs.