Expectancy Theory states that sales reps will work hard for the things they value.Managers,therefore,need to:
A) reward salespeople with items of high value
B) figure out what things each particular salesperson values
C) ask salespeople how they feel they compare to others in the organization
D) provide the most challenging work environment possible for each employee
E) make sure a salesperson's physiological and security needs are taken care of
Correct Answer:
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