Question 1

The role of a salesperson is largely defined by the salesperson's personal expectations.

Accepted Answer

A) True 
 B)False

Question 2

If a salesperson is faced with the question of "Do I know what the role partner expects with regard to that activity?" they are struggling with:

Accepted Answer

A) Role expectations. 
B) Role ambiguity. 
C) Role conflict. 
D) Role inaccuracy. 
A) Role expectations. 
B) Role ambiguity. 
C) Role conflict. 
D) Role inaccuracy.

Question 3

Sales managers often talk about improving the skill level of their salespeople.What skills can be developed?

Accepted Answer

Skill levels are learned profi

Question 4

Are salespeople born or made?

Accepted Answer

A majority of sales managers say they be

Question 5

Sales training should focus on delivering critical product updates and company information.

Accepted Answer

A) True 
 B)False

Question 6

Why are role perceptions important in sales management?

Accepted Answer

Role perceptions can

Question 7

When considering the five determinants that affect a salesperson's performance it is important to recognize that:

Accepted Answer

A) Aptitude is the most important determinant. 
B) Motivation is more important than skill level. 
C) The determinants interact with each other. 
D) Personal variables are less important than organizational variables. 
A) Aptitude is the most important determinant. 
B) Motivation is more important than skill level. 
C) The determinants interact with each other. 
D) Personal variables are less important than organizational variables.

Question 8

How can sales managers reduce role conflict and ambiguity?

Accepted Answer

Sales managers can reduce role conflict

Question 9

Gwen was involved with determining the performance standards her sales manager uses to evaluate her.This will likely reduce Gwen's:

Accepted Answer

A) Role expectations. 
B) Role ambiguity. 
C) Role conflict. 
D) Role inaccuracy. 
A) Role expectations. 
B) Role ambiguity. 
C) Role conflict. 
D) Role inaccuracy.

Question 10

A certain amount of role conflict and ambiguity enables salespeople to:

Accepted Answer

A) Be more empathic to their sales manager. 
B) Avoid role inaccuracy. 
C) Increase extrinsic rewards. 
D) Make creative decisions. 
A) Be more empathic to their sales manager. 
B) Avoid role inaccuracy. 
C) Increase extrinsic rewards. 
D) Make creative decisions.

Question 11

How can managerial leadership affect sales performance?

Accepted Answer

One well-regarded theory of le

Question 12

How can sales managers minimize the negative consequences of role perceptions among salespeople?

Accepted Answer

Sales managers can minimize the negative

Question 13

Which of the following job satisfaction dimensions provides primarily intrinsic rewards?

Accepted Answer

A) The job itself. 
B) Pay. 
C) Customers. 
D) Promotion and advancement. 
A) The job itself. 
B) Pay. 
C) Customers. 
D) Promotion and advancement.

Question 14

The need for ________________ often brings salespeople into conflict with standard operating procedures of the company.

Accepted Answer

A) Rewards. 
B) Flexibility. 
C) Intrinsic satisfaction. 
D) Role accuracy. 
A) Rewards. 
B) Flexibility. 
C) Intrinsic satisfaction. 
D) Role accuracy.

Question 15

Harry is getting informal pressure to behave in certain ways through:

Accepted Answer

A) Company policies. 
B) Operating procedures. 
C) Social pressure from the other salespeople. 
D) All of the choices are correct. 
A) Company policies. 
B) Operating procedures. 
C) Social pressure from the other salespeople. 
D) All of the choices are correct.

Question 16

There should be one set of rewards applied across the entire sales organization.

Accepted Answer

A) True 
 B)False

Question 17

Describe the seven dimensions of job satisfaction.

Accepted Answer

The seven dimensions of job sa

Question 18

A sales manager who works to eliminate salespeople's role ambiguity and conflict will:

Accepted Answer

A) Be viewed positively by his or her salespeople. 
B) Reduce the challenge and could limit long-term performance. 
C) Increase sales force satisfaction. 
D) All of the choices are correct. 
A) Be viewed positively by his or her salespeople. 
B) Reduce the challenge and could limit long-term performance. 
C) Increase sales force satisfaction. 
D) All of the choices are correct.

Question 19

Paul is frustrated by small amount of marketing support,declining market share,and lack of sales manager support for his selling efforts.Paul's selling effort is being influenced by:

Accepted Answer

A) Expectancies. 
B) Organizational factors. 
C) Environmental variables. 
D) Organizational citizenship behaviors. 
A) Expectancies. 
B) Organizational factors. 
C) Environmental variables. 
D) Organizational citizenship behaviors.

Question 20

Carlos,a sales manager,wants to minimize the negative consequences of role perceptions among his salespeople.Carlos will consider:

Accepted Answer

A) The kinds of salespeople he hires. 
B) Training methods. 
C) Incentives used. 
D) All of the choices are correct. 
A) The kinds of salespeople he hires. 
B) Training methods. 
C) Incentives used. 
D) All of the choices are correct.

The role of a salesperson is largely defined by the salesperson's personal expectations.

If a salesperson is faced with the question of "Do I know what the role partner expects with regard to that activity?" they are struggling with:

Sales managers often talk about improving the skill level of their salespeople.What skills can be developed?

Are salespeople born or made?

Sales training should focus on delivering critical product updates and company information.

Why are role perceptions important in sales management?

When considering the five determinants that affect a salesperson's performance it is important to recognize that:

How can sales managers reduce role conflict and ambiguity?

Gwen was involved with determining the performance standards her sales manager uses to evaluate her.This will likely reduce Gwen's:

A certain amount of role conflict and ambiguity enables salespeople to:

How can managerial leadership affect sales performance?

How can sales managers minimize the negative consequences of role perceptions among salespeople?

Which of the following job satisfaction dimensions provides primarily intrinsic rewards?

The need for ________________ often brings salespeople into conflict with standard operating procedures of the company.

Harry is getting informal pressure to behave in certain ways through:

There should be one set of rewards applied across the entire sales organization.

Describe the seven dimensions of job satisfaction.

A sales manager who works to eliminate salespeople's role ambiguity and conflict will:

Paul is frustrated by small amount of marketing support,declining market share,and lack of sales manager support for his selling efforts.Paul's selling effort is being influenced by:

Carlos,a sales manager,wants to minimize the negative consequences of role perceptions among his salespeople.Carlos will consider:

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

The role of a salesperson is largely defined by the salesperson's personal expectations.

If a salesperson is faced with the question of "Do I know what the role partner expects with regard to that activity?" they are struggling with:

Sales managers often talk about improving the skill level of their salespeople.What skills can be developed?

Are salespeople born or made?

Sales training should focus on delivering critical product updates and company information.

Why are role perceptions important in sales management?

When considering the five determinants that affect a salesperson's performance it is important to recognize that:

How can sales managers reduce role conflict and ambiguity?

Gwen was involved with determining the performance standards her sales manager uses to evaluate her.This will likely reduce Gwen's:

A certain amount of role conflict and ambiguity enables salespeople to:

How can managerial leadership affect sales performance?

How can sales managers minimize the negative consequences of role perceptions among salespeople?

Which of the following job satisfaction dimensions provides primarily intrinsic rewards?

The need for ________________ often brings salespeople into conflict with standard operating procedures of the company.

Harry is getting informal pressure to behave in certain ways through:

There should be one set of rewards applied across the entire sales organization.

Describe the seven dimensions of job satisfaction.

A sales manager who works to eliminate salespeople's role ambiguity and conflict will:

Paul is frustrated by small amount of marketing support,declining market share,and lack of sales manager support for his selling efforts.Paul's selling effort is being influenced by:

Carlos,a sales manager,wants to minimize the negative consequences of role perceptions among his salespeople.Carlos will consider:

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