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

When handling highly technical or engineered products or when encountering non-routine problems or prospecting for new accounts, it is important that the sales representative have the ability to:

With increased use of remote offices, research indicates salespeople perceive:

Which of the following statements BEST describes the relationship between supervision and role conflict and ambiguity?

Which of the following statements about the aptitude component of the model of sales performance is true?

What are the determinants of a salesperson's performance?

Skill levels include all of the following EXCEPT:

A salesperson who is highly motivated but lacking people skills will perform poorly.

Which of the following statements is NOT true?

Kerry knows a salesperson's role is defined through a three-step process. The three-step process, in the order they occur is:

Which of the following statements about role accuracy is true?

There is a level of hostility below which _____ may be benign but above which it will be malign.

What is the difference between perceived role conflict and perceived role ambiguity?

There is great potential for linkage role inaccuracy among salespeople because all three components-activities, performance dimensions and rewards-are multidimensional

Which of the following statements about the salesperson's perception of his or her role in the organization is true?

Describe examples of intrinsic rewards.

Describe the four types of behavior associated with organizational citizenship.

What are the possible psychological consequences of role accuracy, ambiguity and conflict?

The salesperson's role is particularly susceptible to problems with role perception because:

Which of the following is NOT one of the basic factors influencing a worker's job performance?

Research suggests that a certain degree of role conflict and ambiguity: