Exam 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

The sales representatives for Latoka Industries, a manufacturer of security systems for schools, warehouses, government buildings and other industrial and institutional markets, has been told they will now have to sell a newly designed security system to consumers. (Note the sales force was not given any training on how to sell to the consumer market.) Which of the following statements describes a likely problem for the Latoka sales force?

Operating from remote offices tends to reduce role stress.

An office equipment salesperson is uncertain about whether he is satisfying his customers' needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment. He is most likely experiencing:

Sara Davis believes that she could easily improve her selling performance by working a bit harder, but she also thinks that management would not reward her more for any performance improvement. Which of the following statements describes Davis?

Because salespeople occupy boundary positions they face the potential of demands from:

Use examples to describe the seven dimensions to sales job satisfaction.

The sales performance model suggests that personal, organizational and environmental variables influence sales performance directly and:

The definition of sales aptitude is the same whether you are talking to the owner of a furniture store or a sales manager for IBM.

How have website sales affected traditional salespeople?

Researchers do not understand how personal, organizational and environmental variables impact sales performances.

What does having a ""boundary"" position mean in sales?

The Army recruiter is trying to sell the recent high school graduate on a career in the military. With the phrase, ""Be all that you can be,"" the recruiter is using _____ as a recruitment tool.

Which of the following individuals is most likely to have a boundary position in a company that manufactures modular homes?

What does it mean in sales management to say ""close supervision can be a two-edged sword?""

It is nearly impossible to develop one set of expectations common to all sales jobs.

Which of the following statements about the components of role perceptions is true?

Describe examples of extrinsic rewards used in sales management.

The Caribbean cruise that Tyler Mays won for selling more plastic extruding machines than any other salesperson in the company is an example of an extrinsic reward.

Al Greer has been told by his sales manager that he can no longer offer his customers two-day delivery on the home decorating items he sells. Greer's biggest customer demands two-day delivery or else she will take her business to another company that handles similar merchandise. Since Greer works on a commission and earns no salary, he is likely to experience:

Which of the following statements about the salesperson's role in the organization is true?