Which of the following is true about the sales force composite method of forecasting?
a. The initial put is the opinion of each member of the marketing department, sales people relies on answers from customers regarding their expected consumption, the initial input is the opinion of sales management, sales people are motivated to underestimate what they expect to sell during a period, all of the above.
b. Carter wants to win the new company car being offered to the top salesperson this month he has a high:
- valence for rewards, expectancy for reward, instrumentality, performance valence, all of the above
c. While a salesperson thought he was supposed to be spending most of his time servicing existing customers, the manager actually wants him to spend more time on finding new customers. The salesperson is experiencing:
- role inaccuracy, job demotivating, role ambiguity, task incompatibility, role conflict.
d. If a sales manager provides little training and believe the sales people should learn by doing. It is most likely to cause a sales person to experience:
- job demotivating, role inaccuracy, role ambiguity, task incompatibility, role conflict
