Question: 8 . Explain what kind of behavioral changes can be expected if a salesperson attributes failures to luck , effort , strategy , ability ,

8 .

Explain what kind of behavioral changes can be expected if a salesperson attributes failures to luck

,

effort

,

strategy

,

ability

,

or task difficulty

.

Explain how the sales manager should handle a rep who is one of the company's best performers but is constantly driving all of the other reps crazy with her combative

,

haughty attitude.

10 . "

If you pay a salesperson enough, you will have a well

-

motivated salesperson." Do you agree? Explain.

11 .

Explain how motivation is related to each of the following aspects of managing a sales force : a

.

Supervising the sales force b

.

Setting sales quotas.

.

Recruiting and selecting salespeople d

.

Designing the expense

-

payment plan

.

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