Exam 9: Leadership

You are well aware that your salespeople look up to you for advice and guidance. In a sense you are a constant role model. However, you also know that without _________, role modeling has no effect on salesperson job satisfaction or performance.

Alcohol abuse is much more prevalent among salespeople than among people in other industries.

In the redesign phase of a change management project the manager typically implements the support programs of the firm.

Most research shows that it is easy to develop a highly effective selling team and that a majority of sales teams today are highly effective.

A sales manager who learns about a customer's sexual harassment behaviors toward one of his or her salespeople, but does nothing about it could be held personally liable for damages.

You have just taken a job with a financial services company. You quickly realize that the sales manager provides direction in every aspect of the job, from what to say on the phone in prospecting to what to write in a thank you note. No deviations from these procedures are permitted. This manager is using the _____________ leadership style.

Which of the following is a source of leadership power?

As a newly hired salesperson, you have been assigned to a territory where your manager basically communicates in a style that tells you when and how to close a sale, with little opportunity for feedback or questions from you. This is an example of which leadership style?

Effective selling teams have the ability to work within their own company and champion new ideas for customized customer solutions.

Reliance on financial rewards may not instill long-term commitment to an organization.

One method that has been proven effective to speed implementation of a change management project is a pilot test.

Some of your salespeople have been selling for your company for over 15 years. You are somewhat concerned about plateauing. Which of the following actions will help to avoid a loss of salespeople because of plateauing?

In putting together a sales team with members from different branch offices, you are concerned that individual differences might pose a problem in the functioning of the team. Which of the following is a true statement about the sales team?

A salesperson complying with a sales manager's request because the sales manager said "Don't ask me why, just do it please" is an example of which kind of power?

A sales manager whose behavior is consistent with the both the values the sales manager upholds and the goals of the organization is providing the role-modeling dimension of coaching.

According to the text, which of the following is not commonly discussed during sales meetings?

The transformational leadership style motivates salespeople by relying on rewards and punishment to maintain control.

Role modeling and coaching can overcome a lack of trust in the sales manager.

Which of the following key issues is least likely to be considered by a sales manager when planning a sales meeting?

Empowerment refers to a leader's ability to increase his or her influence in the organization.