Which of the following statements provides important knowledge to the sales manager who wants to plan successful strategy?
A) Salespeople always react favorably to a rapidly changing product line because it adds variety to their job
B) When salespeople operate under uncertainties or limited product supply, their expectancy and instrumentality estimates are likely to be high
C) Company policies can hinder a salesperson's effectiveness by indirectly affecting their valence for rewards, accuracy of their expectations and instrumentality perceptions
D) The stronger a firm's competitive position, the lower its sales force expectancy estimates are likely to be
E) All of the above

Question

Quizplus · Accepted Answer

This statement provides important knowledge to the sales manager by highlighting the potential negative impact of company policies on a salesperson's effectiveness. This knowledge can allow the sales manager to identify and address any detrimental policies to improve the sales team's performance. The other statements do not provide as much direct and actionable insight for the sales manager.

Which of the Following Statements Provides Important Knowledge to the Sales