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

question 76

Multiple Choice

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

• A)The model of sales performance suggests that a worker's job performance is a function of five basic factors: (1)motivation,(2)aptitude,(3)role perception,(4)personal satisfaction and (5)skill level
• B)Role inaccuracy differs from role conflict and ambiguity because the salesperson does not know he is suffering from role inaccuracy
• C)If a salesperson has high motivation and aptitude,but low skill,the model of salesperson performance suggests that this salesperson will still exhibit a high level of performance
• D)A salesperson's role is the appropriate set of activities or behaviors he or she will perform as defined by the company's policies and procedures and its organizational culture
• E)Role ambiguity occurs when a salesperson believes the role demands of two or more of her role partners are incompatible

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Definitions:

Financial Break-even

The point at which total revenues equal total costs, resulting in neither profit nor loss.

Depreciation

The accounting method of allocating the cost of a tangible asset over its useful life, representing wear and tear, decay, or decline in value.

Contribution Margin

The portion of sales revenue that exceeds variable costs, contributing towards covering fixed costs and generating profit.

Variable Cost

Costs that change in proportion with the level of output or activity, such as raw materials and labor costs.