What is fundamentally incorrect with the hypothesis: ""Salespeople are more likely to be successful when dealing with prospects who are similar to themselves in demographic characteristics, personality traits, and attitudes than when their prospects have characteristics different from their own.""

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Research on this topic does not support the similarity hypothesis. Studies have shown that successful sales outcomes are more strongly related to the salesperson's knowledge and skills rather than their similarity to the prospect. Additionally, diversity in the sales team can lead to a wider range of prospects being successfully engaged and can also lead to more creative problem-solving within the sales team.

What Is Fundamentally Incorrect with the Hypothesis: ""Salespeople Are More