When a Sales Manager Attributes the Poor Performance of His

question 79

Multiple Choice

When a sales manager attributes the poor performance of his or her sales agents to laziness,rather than to the complexity of the project and the innovative products of the competitor,the sales manager is engaging in

• A)the fundamental attribution error.
• B)self-serving bias.
• C)selective perception.
• D)the halo effect.
• E)the contrast effect.

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Definitions:

Sales Budget

An estimate of future sales, often broken down into volume and price, that serves as a guide for a company's sales strategies and financial planning.

Selling Expense Budget

A financial plan that estimates the costs associated with the promotion and selling of a company’s products or services during a specified period.

Expected Expenses

Anticipated costs or expenditures that a company or individual forecasts to occur over a specific period, based on historical data and projected budgets.