Question 1

Leadership in sales management is particularly important when:

Accepted Answer

A) The salesperson's job is complex and ambiguous. 
B) Sales methods are routine. 
C) Canned presentations are substituted for problem-solving selling. 
D) Emphasis is placed on transactional sales. 
A) The salesperson's job is complex and ambiguous. 
B) Sales methods are routine. 
C) Canned presentations are substituted for problem-solving selling. 
D) Emphasis is placed on transactional sales. A

Question 2

Why do salespeople need flexibility to do their job?

Accepted Answer

Salespeople are in boundary positions,juggling the needs of customer and the company.They need the flexibility and authority to create and carry out innovative solutions that meet the needs of customers.

Question 3

Job satisfaction is the characteristics of a job that salespeople find:

Accepted Answer

A) Rewarding. 
B) Fulfilling. 
C) Unsatisfying. 
D) All of the choices are correct. 
A) Rewarding. 
B) Fulfilling. 
C) Unsatisfying. 
D) All of the choices are correct. D

Question 4

Marvin is not sure whether his company's product will really benefit the customer.He thinks it will but needs specific information to be sure.Marvin is struggling with:

Accepted Answer

A) Perceived role ambiguity. 
B) Role inaccuracy. 
C) Perceived role conflict. 
D) All of the choices are correct. 
A) Perceived role ambiguity. 
B) Role inaccuracy. 
C) Perceived role conflict. 
D) All of the choices are correct.

Question 5

What does it mean to say that close supervision of salespeople can be a two-edged sword?

Accepted Answer

Close supervision can reduce r

Question 6

Ginger feels unappreciated in her sales organization.She would probably be motivated by:

Accepted Answer

A) Bonuses. 
B) Recognition. 
C) Personal growth. 
D) Security. 
A) Bonuses. 
B) Recognition. 
C) Personal growth. 
D) Security.

Question 7

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

Accepted Answer

The three steps are: Role part

Question 8

Promotion is not the long-term goal of a salesperson.

Accepted Answer

A) True 
 B)False

Question 9

A salesperson' motivation:

Accepted Answer

A) Is under the direct control of the sales manager. 
B) Is directly controlled only by obsessive sales managers. 
C) Can be influenced by things the sales manager does. 
D) Is independent of outside forces. 
A) Is under the direct control of the sales manager. 
B) Is directly controlled only by obsessive sales managers. 
C) Can be influenced by things the sales manager does. 
D) Is independent of outside forces.

Question 10

Research has proven that people with sales aptitude are more successful.

Accepted Answer

A) True 
 B)False

Question 11

Companies use policies,procedures,and training programs to convey ___________.

Accepted Answer

A) Valences for rewards. 
B) Job satisfaction. 
C) Perceived role ambiguity. 
D) Role expectations. 
A) Valences for rewards. 
B) Job satisfaction. 
C) Perceived role ambiguity. 
D) Role expectations.

Question 12

If you monitor ___________(s)regularly and your salespeople know that you are checking their reports,it is still necessary to have a written _______ policy.

Accepted Answer

A) Expense 
B) Customer 
C) Training 
D) None of the above 
A) Expense 
B) Customer 
C) Training 
D) None of the above

Question 13

Salespeople perform according to what they think ____________ expect.

Accepted Answer

A) Customers. 
B) Role partners. 
C) Managers 
D) All of the choices are correct. 
A) Customers. 
B) Role partners. 
C) Managers 
D) All of the choices are correct.

Question 14

What is a reward mix?

Accepted Answer

A reward mix is the combinatio

Question 15

Sales managers are responsible for making sure the salesperson understands company performance expectations.

Accepted Answer

A) True 
 B)False

Question 16

A salesperson's performance is a function of all of the following EXCEPT:

Accepted Answer

A) Role perception. 
B) Aptitude. 
C) Skill level. 
D) Textural context. 
A) Role perception. 
B) Aptitude. 
C) Skill level. 
D) Textural context.

Question 17

Good salespeople are not necessarily _________ with the inherent abilities to be good.

Accepted Answer

A) Provided 
B) Born 
C) Trained 
D) None of the above 
A) Provided 
B) Born 
C) Trained 
D) None of the above

Question 18

When a sales manager finds the right mix of motivation elements,it will work to motivate all salespeople in his or her organization.

Accepted Answer

A) True 
 B)False

Question 19

Roland thinks opening new accounts is more important than maintaining existing accounts.Roland's perception regarding opening new accounts is his:

Accepted Answer

A) Expectancy 
B) Valence for performance. 
C) Perceived role. 
D) Role accuracy. 
A) Expectancy 
B) Valence for performance. 
C) Perceived role. 
D) Role accuracy.

Question 20

The goal of sales managers should be to eliminate role ambiguity and conflict.

Accepted Answer

A) True 
 B)False

Leadership in sales management is particularly important when:

Why do salespeople need flexibility to do their job?

Job satisfaction is the characteristics of a job that salespeople find:

Marvin is not sure whether his company's product will really benefit the customer.He thinks it will but needs specific information to be sure.Marvin is struggling with:

What does it mean to say that close supervision of salespeople can be a two-edged sword?

Ginger feels unappreciated in her sales organization.She would probably be motivated by:

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

Promotion is not the long-term goal of a salesperson.

A salesperson' motivation:

Research has proven that people with sales aptitude are more successful.

Companies use policies,procedures,and training programs to convey ___________.

If you monitor _____(s)regularly and your salespeople know that you are checking their reports,it is still necessary to have a written _ policy.

Salespeople perform according to what they think ____________ expect.

What is a reward mix?

Sales managers are responsible for making sure the salesperson understands company performance expectations.

A salesperson's performance is a function of all of the following EXCEPT:

Good salespeople are not necessarily _________ with the inherent abilities to be good.

When a sales manager finds the right mix of motivation elements,it will work to motivate all salespeople in his or her organization.

Roland thinks opening new accounts is more important than maintaining existing accounts.Roland's perception regarding opening new accounts is his:

The goal of sales managers should be to eliminate role ambiguity and conflict.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 10: Salesperson Performance: Behavior,Motivation,and Role Perceptions

Leadership in sales management is particularly important when:

Why do salespeople need flexibility to do their job?

Job satisfaction is the characteristics of a job that salespeople find:

Marvin is not sure whether his company's product will really benefit the customer.He thinks it will but needs specific information to be sure.Marvin is struggling with:

What does it mean to say that close supervision of salespeople can be a two-edged sword?

Ginger feels unappreciated in her sales organization.She would probably be motivated by:

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

Promotion is not the long-term goal of a salesperson.

A salesperson' motivation:

Research has proven that people with sales aptitude are more successful.

Companies use policies,procedures,and training programs to convey ___________.

If you monitor ___________(s)regularly and your salespeople know that you are checking their reports,it is still necessary to have a written _______ policy.

Salespeople perform according to what they think ____________ expect.

What is a reward mix?

Sales managers are responsible for making sure the salesperson understands company performance expectations.

A salesperson's performance is a function of all of the following EXCEPT:

Good salespeople are not necessarily _________ with the inherent abilities to be good.

When a sales manager finds the right mix of motivation elements,it will work to motivate all salespeople in his or her organization.

Roland thinks opening new accounts is more important than maintaining existing accounts.Roland's perception regarding opening new accounts is his:

The goal of sales managers should be to eliminate role ambiguity and conflict.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

If you monitor _____(s)regularly and your salespeople know that you are checking their reports,it is still necessary to have a written _ policy.