Question 1

Nicole wants to win the trip to Hawaii being offered to the top salesperson this month. Nicole has a high:

Accepted Answer

A)  Valence for rewards 
B)  Expectancy for reward 
C)  Instrumentality 
D)  Performance valence 
E)  All of the above 
A)  Valence for rewards 
B)  Expectancy for reward 
C)  Instrumentality 
D)  Performance valence 
E)  All of the above

Question 2

What are the three steps in the process of defining a salesperson's role?

Accepted Answer

The three-step process include

Question 3

Regina is highly motivated, willing to expend significant ___________ on each activity or task.

Accepted Answer

A)  Effort 
B)  Valence 
C)  Money 
D)  Sill 
E)  Instrumentality 
A)  Effort 
B)  Valence 
C)  Money 
D)  Sill 
E)  Instrumentality

Question 4

What is meant by a salesperson's skill level?

Accepted Answer

Skill level refers to the indi

Question 5

Role inaccuracy is never linkage-specific.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople are likely to experience more role conflict than most organization members because salespeople occupy positions at the boundaries of the firm.

Accepted Answer

A) True 
 B)False

Question 7

In which of the following examples will the salesperson described be most vulnerable to role inaccuracy, conflict and ambiguity?

Accepted Answer

A)  Molly Ford sells electronic equipment to home computer users 
B)  Anderson Wills sells vinyl siding over the telephone 
C)  Bill Welch sells health club membership to people who are out of shape 
D)  Karen Rankin sells management consulting to businesses that want to set up an Internet retailing site 
E)  What a salesperson sells and to whom he or she sells it has no bearing on the vulnerability to role inaccuracy, conflict and ambiguity 
A)  Molly Ford sells electronic equipment to home computer users 
B)  Anderson Wills sells vinyl siding over the telephone 
C)  Bill Welch sells health club membership to people who are out of shape 
D)  Karen Rankin sells management consulting to businesses that want to set up an Internet retailing site 
E)  What a salesperson sells and to whom he or she sells it has no bearing on the vulnerability to role inaccuracy, conflict and ambiguity

Nicole wants to win the trip to Hawaii being offered to the top salesperson this month. Nicole has a high:

What are the three steps in the process of defining a salesperson's role?

Regina is highly motivated, willing to expend significant ___________ on each activity or task.

What is meant by a salesperson's skill level?

Role inaccuracy is never linkage-specific.

Salespeople are likely to experience more role conflict than most organization members because salespeople occupy positions at the boundaries of the firm.

In which of the following examples will the salesperson described be most vulnerable to role inaccuracy, conflict and ambiguity?

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

Nicole wants to win the trip to Hawaii being offered to the top salesperson this month. Nicole has a high:

What are the three steps in the process of defining a salesperson's role?

Regina is highly motivated, willing to expend significant ___________ on each activity or task.

What is meant by a salesperson's skill level?

Role inaccuracy is never linkage-specific.

Salespeople are likely to experience more role conflict than most organization members because salespeople occupy positions at the boundaries of the firm.

In which of the following examples will the salesperson described be most vulnerable to role inaccuracy, conflict and ambiguity?

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