Which of the following is an example of an environmental characteristic that impacts the magnitude of a salesperson's expectancy estimates?
A) The salesperson's overall level of self-esteem
B) The salesperson's perceived ability to perform necessary tasks
C) Restrictions on product availability due to raw material shortages
D) The salesperson's previous sales experience
E) None of the above

Question

Quizplus · Accepted Answer

Environmental factors such as restrictions on product availability due to raw material shortages can impact the salesperson's expectancy estimates as it may affect their ability to deliver on promised sales to customers. Factors such as self-esteem, perceived ability, and previous sales experience are more related to personal characteristics of the salesperson.

Which of the Following Is an Example of an Environmental