All of the Following Are Steps in the Sales Force

question 17

Multiple Choice

All of the following are steps in the sales force management process EXCEPT:

• A) setting sales force objectives.
• B) designing sales force strategy.
• C) recruiting and selecting salespeople.
• D) commission system management.
• E) supervising salespeople.

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Definitions:

Social Cognition

The study of how people process social information, including understanding others, social attitudes, and cognition in social contexts.

Attribution

The process of ascribing causes to behaviors and events, often influencing how individuals understand and react to the world around them.

Self-fulfilling Prophecy

A belief or expectation that an individual holds about a future event that manifests because the individual holds it.

Selective Perception

The process by which individuals selectively interpret what they see or hear on the basis of their interests, background, experience, and attitudes.