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:

Preferences

Describes individuals' choices and priorities among different bundles of goods and services.

Indifference Curves

A graph showing a series of lines that represent different bundles of goods between which a consumer is indifferent.

Diminishing Marginal

Refers to a principle where the marginal gain (such as utility or productivity) from an additional unit decreases as more units are consumed or produced.

Transitivity

Transitivity in decision-making implies that if a person prefers option A over B, and B over C, then the person should also prefer A over C, forming a consistent order of preferences.