Which of the following is true of cold canvassing?
A) It occurs when salespeople call prospects unannounced.
B) It is a very efficient form of prospecting.
C) Buyers are always willing to see salespeople who use this method.
D) It allows salespeople to build relationships with other members of a community.
E) Salespeople give presentations to prospective customers when using this method.
Question 2
Motivation to perform is thought to be related strongly to:
A) the value the salesperson places on rewards.
B) the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance.
C) the extent to which a salesperson can see him/herself as a member of the target market.
D) both the value the salesperson places on rewards and the individual's perceptions of the types and amounts of rewards that will accrue from various degrees of job performance.
E) both the value the salesperson places on rewards and the extent to which a salesperson can see him/herself as a member of the target market.
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