Will Presley sells management training classes to entrepreneurs and Fortune 1000 companies. Last quarter his sales were very disappointing. When asked, he admitted that his poor performance was directly related to his wife having a new baby. He had not the time to devote to sales that he should have. As a result of Will's poor performance in the last quarter, which of the following is likely to occur?
A) His expectancy estimates will be higher and his instrumentality estimate will remain the same
B) His instrumentality estimates will be lower and his expectancy estimates will remain the same
C) His expectancy estimates for the next quarter will be lower
D) Neither his expectancy nor instrumentality estimates will change
E) His expectancy estimates for the next quarter will be higher
Correct Answer:
Verified
Q1: One criticism of linking pay to financial
Q2: Which of the following statements about how
Q3: During the _ stage of the sales
Q4: The four stages that make up the
Q6: During the establishment stage of a salesperson's
Q7: In a sales organization, what would be
Q8: Which of the following statements provides important
Q9: During the exploration stage of a salesperson's
Q10: Personal characteristics that might affect an individual's
Q11: Which of the following is NOT one
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