Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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Which
of the following is NOT part of Maslow’s Hierarchy of Need? a. | Self-actualisation | b. | Esteem | c. | Nurturance | | |
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2.
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What
are the elements of the dual-factor theory? a. | Hygiene and motivators | b. | Motivation and
remuneration | c. | Hygiene and remuneration | | |
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3.
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Which
of the following, according to Herzberg, is NOT a motivator? a. | Commission | b. | Esteem | c. | The work
itself | | |
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4.
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What
is meant by expectancy? a. | The degree to which the individual believes that improved
performance will be rewarded | b. | The degree to which the individual believes that increased
effort will lead to increased performance | c. | The value placed on the reward being
offered | | |
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5.
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What
is meant by instrumentality? a. | The degree to which the individual believes that improved
performance will be rewarded | b. | The degree to which the individual believes that increased
effort will lead to increased performance | c. | The value placed on the reward being
offered | | |
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6.
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What
is meant by valence? a. | The degree to which the individual believes that improved
performance will be rewarded | b. | The degree to which the individual believes that increased
effort will lead to increased performance | c. | The value placed on the reward being
offered | | |
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7.
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Which
of the following is NOT one of Ingram and Bellinger’s salesperson types? a. | Comfort
seekers | b. | Spotlight seekers | c. | Motivators | | |
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8.
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What
percentage of the variation in sales force performance is accounted for by the nature of the
task?
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9.
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The
power which derives from the individual’s position in the organisation is
called: a. | People
power | b. | Legitimate power | c. | Expert
power | | |
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10.
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Which
of the following is NOT a fringe benefit? a. | Non-contributory pension fund | b. | Company
car | c. | Commission | | |
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