In deciding on selection criteria,companies with many salespeople will sometimes evaluate the personal histories of existing salespeople to determine what traits differentiate good and poor performances,assuming:
A)All salespeople are equal in capability.
B)A cause-and-effect relationship between traits and performance.
C)Sales managers cannot identify which salespeople are poor performers.
D)Statistical association but not causation.

Question

Quizplus · Accepted Answer

The assumption that personal histories can indicate which traits differentiate good and poor performances implies a belief in a cause-and-effect relationship between those traits and sales performance. This assumption would not hold if sales managers believed that all salespeople are equal in capability (A), felt unable to identify poor performers (C), or perceived only a statistical association (D) rather than a causal relationship between the traits in question and sales performance.

In Deciding on Selection Criteria,companies with Many Salespeople Will Sometimes