Exam 6: Sales Leadership, Management, and Supervision

An organization whose strategies include exploiting any opportunity for corporate gain and cutting corners when it appears useful is an example of moral management.

Moral management would have what orientation toward the law?

A __________________ is characterized as a contingent reward on contingent punishment orientation.

It is appropriate for the sales manager to use all of the influence strategies on salespeople, superiors, and peers.

Professional associations often have a code of ethics to which members must adhere.

Because salespeople have legitimate power in dealing with salespeople, they can influence them in many situations.

By using servant leadership, leaders can improve the positive outcomes of transformational leadership by incrementally increasing

Sales meetings typically have one purpose but include a variety of activities.

Threats should be eliminated as they are not a viable influence strategy.

In coaching the salesforce, the sales manager may use all of the following learning tools or concepts except

This type of influence strategy works by first changing the attitudes and intentions of the target of influence, with the expectation that a subsequent change in behavior will follow:

Moral management actively incorporates moral considerations into all aspects of management.

Securing support of salespeople for sales management programs and activities is one suggestion for helping sales managers to develop power.

A transformational leadership style is represented by an orientation toward inspiring subordinates to engage in desired behaviors and perform at high levels.

Sales supervision activities are related to the planning, implementation, and control of the sales management process.

Expert power is associated with the right to be a leader, usually as a result of designated organizational roles.

Which of the following is not a specific aspect of a transformational leadership style?

If a salesperson made this statement regarding his sales manager, "I like him personally and regard him as a friend," the manager is likely exercising what type of power?

Transformational leadership focuses on the salesperson-sales manager dyad as a reciprocal influence process.

Which of the following statements regarding sales supervision is true?