Brad is a salaried sales rep for an engineering company. Brad is likely to have a higher magnitude of instrumentality estimate associated with:
A) Short-term sales
B) Commissions
C) Performance of administrative duties
D) Number of contracts
E) All of the above
Correct Answer:
Verified
Q64: Expectancies are the salesperson's perception of:
A) How
Q65: Which of the following statements about instrumentality
Q66: Generally, older, more experienced salespeople have lower
Q67: The text defines motivations as:
A) The amount
Q68: The less that salespeople believe they have
Q70: Highly educated salespeople are likely to have
Q71: The magnitude of a salesperson's expectancy perceptions
Q72: One way to describe instrumentalities is that
Q73: Which of the following is a characteristic
Q74: Research indicates that a salesperson's _ will
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