Which of the Following Statements About the Salesperson's Role in the Organization

question 6

Multiple Choice

Which of the following statements about the salesperson's role in the organization is true?

• A)Role is defined by the expectations and demands communicated by members of one's own role set,by the personal perceptions of those expectations and demands and finally by the personal behavior of the individual
• B)What salespeople think they should be doing has less impact on their actual performance than what management and company say they should be doing
• C)A role set represents the activities and behaviors of any person that occupies a position in an organization
• D)Role ambiguity occurs when a salesperson inaccurately perceives the demands being placed on him
• E)A saleswoman who is unsure of how her customers are evaluating her performance is experiencing role conflict

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Definitions:

Adaptive Culture

An organizational culture characterized by flexibility, customer focus, and an ability to change in response to external conditions.

Customer Service

The assistance and support provided by a company to those people who buy or use its products or services.

Deculturation

The process of losing or diminishing certain aspects of one's original culture, often as a result of contact with another culture.

Assimilation

The process by which individuals or groups adopt the culture, attitudes, and norms of another group, often losing aspects of their original identity.