Question 1

Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:

Accepted Answer

A)  Is not directly the fault of the person occupying the role 
B)  Has no psychological impact 
C)  Is an obvious problem that is readily fixed 
D)  Is largely an unrealized perception 
E)  Causes the individual to adopt conflicting roles 
A)  Is not directly the fault of the person occupying the role 
B)  Has no psychological impact 
C)  Is an obvious problem that is readily fixed 
D)  Is largely an unrealized perception 
E)  Causes the individual to adopt conflicting roles

Question 2

With increasing complexity in relationships between companies and customers, many sales organizations are using more:

Accepted Answer

A)  Role ambiguity motivation 
B)  Team selling 
C)  Sales performance marketing 
D)  Occupational adjustment assistance 
E)  Advertising 
A)  Role ambiguity motivation 
B)  Team selling 
C)  Sales performance marketing 
D)  Occupational adjustment assistance 
E)  Advertising

Question 3

In sales motivation, what are expectancies and valences?

Accepted Answer

Expectancies are the salesperson's estim

Question 4

Which of the following statements about rewards is true?

Accepted Answer

A)  Intrinsic rewards relate to lower order human needs 
B)  Intrinsic rewards include security and recognition 
C)  Extrinsic rewards include pay and promotion 
D)  Extrinsic rewards are those salespeople primarily attain for themselves 
E)  Intrinsic rewards satisfy physiological needs 
A)  Intrinsic rewards relate to lower order human needs 
B)  Intrinsic rewards include security and recognition 
C)  Extrinsic rewards include pay and promotion 
D)  Extrinsic rewards are those salespeople primarily attain for themselves 
E)  Intrinsic rewards satisfy physiological needs

Question 5

The first step in defining the salesperson's role is the creation of a job description.

Accepted Answer

A) True 
 B)False

Question 6

Perceived role conflict primarily affects intrinsic job satisfaction.

Accepted Answer

A) True 
 B)False

Question 7

Role inaccuracy is another term used to describe role ambiguity.

Accepted Answer

A) True 
 B)False

Question 8

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Accepted Answer

A) True 
 B)False

Question 9

Environmental constraints such as inflation, consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

Accepted Answer

A) True 
 B)False

Question 10

A salesperson's role is:

Accepted Answer

A)  Unaffected by external pressures such as family or customers 
B)  Defined by the job description 
C)  Defined as the activities and behaviors performed by any individual occupying the sales position 
D)  Determined by the perceived expectations of media 
E)  Typically not a cause of job dissatisfaction 
A)  Unaffected by external pressures such as family or customers 
B)  Defined by the job description 
C)  Defined as the activities and behaviors performed by any individual occupying the sales position 
D)  Determined by the perceived expectations of media 
E)  Typically not a cause of job dissatisfaction

Question 11

Mallory frequently hears her salespeople comment that their work is not very exciting. Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Accepted Answer

A)  The job itself 
B)  Coworkers 
C)  Company policies 
D)  Pay 
E)  Customers 
A)  The job itself 
B)  Coworkers 
C)  Company policies 
D)  Pay 
E)  Customers

Question 12

Yolanda has a quarterly gathering of her salespeople, giving out awards, announcing promotions and describing the incentives offered for the next quarter. Yolanda is appealing to salespeople's

Accepted Answer

A)  Intrinsic needs 
B)  Low-order needs 
C)  Organizational citizenship behavior 
D)  Perceived role conflicts 
E)  None of the above 
A)  Intrinsic needs 
B)  Low-order needs 
C)  Organizational citizenship behavior 
D)  Perceived role conflicts 
E)  None of the above

Question 13

The complex nature of the relationship between company and customer has created a need for team selling.

Accepted Answer

A) True 
 B)False

Question 14

Researchers measuring aptitude have learned that:

Accepted Answer

A)  Broad measures of aptitude are most effective 
B)  Aptitude varies only slightly from industry to industry 
C)  Aptitude is very task-specific 
D)  Aptitudes can be increased through training 
E)  Aptitude is unaffected by an individual's physical characteristics 
A)  Broad measures of aptitude are most effective 
B)  Aptitude varies only slightly from industry to industry 
C)  Aptitude is very task-specific 
D)  Aptitudes can be increased through training 
E)  Aptitude is unaffected by an individual's physical characteristics

Question 15

Which of the following is a dimension of intrinsic job satisfaction?

Accepted Answer

A)  Pay 
B)  Fellow workers 
C)  Supervision 
D)  Customers 
E)  The job itself 
A)  Pay 
B)  Fellow workers 
C)  Supervision 
D)  Customers 
E)  The job itself

Question 16

Which of the following statements about skills as a component of the model of sales performance is true?

Accepted Answer

A)  Sales skill is basically the same as sales aptitude 
B)  Selling is not a trainable skill 
C)  Skill refers to a relatively enduring personal ability 
D)  A skill is a learned proficiency at performing a task 
E)  Skill is less important as a factor in sales performance than motivation, aptitude, role perception and organizational, personal and environmental variables 
A)  Sales skill is basically the same as sales aptitude 
B)  Selling is not a trainable skill 
C)  Skill refers to a relatively enduring personal ability 
D)  A skill is a learned proficiency at performing a task 
E)  Skill is less important as a factor in sales performance than motivation, aptitude, role perception and organizational, personal and environmental variables

Question 17

Which of the following statements about how personal, organizational and environmental variables relate to the model of sales performance is true?

Accepted Answer

A)  These variables have little or no effect on sales performance 
B)  There appears to be no relationship among personal and organizational variables and role perceptions 
C)  Environmental variables have been more widely studied than personal or organizational variables 
D)  Overall, many questions concerning how personal, organizational and environmental variables affect sales performance remain unanswered 
E)  Motivation is unrelated to personal variables 
A)  These variables have little or no effect on sales performance 
B)  There appears to be no relationship among personal and organizational variables and role perceptions 
C)  Environmental variables have been more widely studied than personal or organizational variables 
D)  Overall, many questions concerning how personal, organizational and environmental variables affect sales performance remain unanswered 
E)  Motivation is unrelated to personal variables

Question 18

Sales managers can do nothing to minimize the negative consequences associated with role perceptions.

Accepted Answer

A) True 
 B)False

Question 19

In small doses, role conflict and ambiguity provide the salesperson and the organization with some stress. This stress:

Accepted Answer

A)  Produces an unhappy situation because stress reduces productivity 
B)  Can be eliminated by more training and closer supervision 
C)  Is a healthy situation since low levels of stress lead to adaptation and change 
D)  Prevents salespeople from taking on any innovative roles 
E)  Is the normal state of affairs for everyday existence and businesses could not operate without it 
A)  Produces an unhappy situation because stress reduces productivity 
B)  Can be eliminated by more training and closer supervision 
C)  Is a healthy situation since low levels of stress lead to adaptation and change 
D)  Prevents salespeople from taking on any innovative roles 
E)  Is the normal state of affairs for everyday existence and businesses could not operate without it

Question 20

The valence for the performance of a person in sales is a function of:

Accepted Answer

A)  The person's estimate of the probability that increased performance will yield increased rewards 
B)  Instrumentality and valence for rewards 
C)  The person's relative desire for rewards 
D)  How the person perceives the desirability of improved performance 
E)  How the person perceives the linkage between performance and rewards 
A)  The person's estimate of the probability that increased performance will yield increased rewards 
B)  Instrumentality and valence for rewards 
C)  The person's relative desire for rewards 
D)  How the person perceives the desirability of improved performance 
E)  How the person perceives the linkage between performance and rewards

Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:

With increasing complexity in relationships between companies and customers, many sales organizations are using more:

In sales motivation, what are expectancies and valences?

Which of the following statements about rewards is true?

The first step in defining the salesperson's role is the creation of a job description.

Perceived role conflict primarily affects intrinsic job satisfaction.

Role inaccuracy is another term used to describe role ambiguity.

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Environmental constraints such as inflation, consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

A salesperson's role is:

Mallory frequently hears her salespeople comment that their work is not very exciting. Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Yolanda has a quarterly gathering of her salespeople, giving out awards, announcing promotions and describing the incentives offered for the next quarter. Yolanda is appealing to salespeople's

The complex nature of the relationship between company and customer has created a need for team selling.

Researchers measuring aptitude have learned that:

Which of the following is a dimension of intrinsic job satisfaction?

Which of the following statements about skills as a component of the model of sales performance is true?

Which of the following statements about how personal, organizational and environmental variables relate to the model of sales performance is true?

Sales managers can do nothing to minimize the negative consequences associated with role perceptions.

In small doses, role conflict and ambiguity provide the salesperson and the organization with some stress. This stress:

The valence for the performance of a person in sales is a function of:

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

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

Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:

With increasing complexity in relationships between companies and customers, many sales organizations are using more:

In sales motivation, what are expectancies and valences?

Which of the following statements about rewards is true?

The first step in defining the salesperson's role is the creation of a job description.

Perceived role conflict primarily affects intrinsic job satisfaction.

Role inaccuracy is another term used to describe role ambiguity.

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Environmental constraints such as inflation, consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

A salesperson's role is:

Mallory frequently hears her salespeople comment that their work is not very exciting. Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Yolanda has a quarterly gathering of her salespeople, giving out awards, announcing promotions and describing the incentives offered for the next quarter. Yolanda is appealing to salespeople's

The complex nature of the relationship between company and customer has created a need for team selling.

Researchers measuring aptitude have learned that:

Which of the following is a dimension of intrinsic job satisfaction?

Which of the following statements about skills as a component of the model of sales performance is true?

Which of the following statements about how personal, organizational and environmental variables relate to the model of sales performance is true?

Sales managers can do nothing to minimize the negative consequences associated with role perceptions.

In small doses, role conflict and ambiguity provide the salesperson and the organization with some stress. This stress:

The valence for the performance of a person in sales is a function of:

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters