Question 1

One reason industrial salespeople often experience role inaccuracy,conflict,and ambiguity is:

Accepted Answer

A) They work too hard. 
B) Industrial selling is complex. 
C) They spend so much time out of the office and with customers. 
D) All of the choices are correct. 
A) They work too hard. 
B) Industrial selling is complex. 
C) They spend so much time out of the office and with customers. 
D) All of the choices are correct.

Question 2

If a salesperson is faced with the question "Does my boss assume I will make the sale?" 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

Motivation is how much the salesperson ___________ on each activity or task.

Accepted Answer

A) Is required to expend effort. 
B) Values effort. 
C) Wants to expend effort. 
D) Envisions effort 
A) Is required to expend effort. 
B) Values effort. 
C) Wants to expend effort. 
D) Envisions effort

Question 4

One way to reduce role conflict is to give salespeople:

Accepted Answer

A) Greater rewards. 
B) More time off. 
C) Sufficient support staff to reduce the number of sales calls they need to make. 
D) Greater voice in what they do and how they do it. 
A) Greater rewards. 
B) More time off. 
C) Sufficient support staff to reduce the number of sales calls they need to make. 
D) Greater voice in what they do and how they do it.

Question 5

How a sales manager organizes and deploys the sales force can affect:

Accepted Answer

A) Salespeople's perceptions of the job. 
B) Training expectations. 
C) Cost of living. 
D) The sales manager's perceived self role ambiguity. 
A) Salespeople's perceptions of the job. 
B) Training expectations. 
C) Cost of living. 
D) The sales manager's perceived self role ambiguity.

Question 6

The difference between extrinsic rewards and intrinsic rewards is:

Accepted Answer

A) Extrinsic rewards are always monetary rewards. 
B) Intrinsic rewards are internal and extrinsic come from others. 
C) Intrinsic rewards are more important. 
D) Extrinsic rewards are more important. 
A) Extrinsic rewards are always monetary rewards. 
B) Intrinsic rewards are internal and extrinsic come from others. 
C) Intrinsic rewards are more important. 
D) Extrinsic rewards are more important.

Question 7

Which of the following is NOT a step in defining a salesperson's role?

Accepted Answer

A) Salespeople develop perceptions. 
B) Role partners communicate expectations. 
C) Organizations communicate citizenship behaviors to communities. 
D) Salespeople convert perceptions into behavior 
A) Salespeople develop perceptions. 
B) Role partners communicate expectations. 
C) Organizations communicate citizenship behaviors to communities. 
D) Salespeople convert perceptions into behavior

Question 8

What does it mean to say that salespeople are in boundary positions?

Accepted Answer

Salespeople are in boundary po

Question 9

The benefits of having a "remote" sales force usually include lower costs and:

Accepted Answer

A) Better family relationships. 
B) Reduced technology costs. 
C) Stronger customer relationships. 
D) All of the choices are correct. 
A) Better family relationships. 
B) Reduced technology costs. 
C) Stronger customer relationships. 
D) All of the choices are correct.

Question 10

Judy is highly motivated by intrinsic rewards.Judy will be most influenced by:

Accepted Answer

A) Feelings of accomplishment. 
B) Personal growth. 
C) A sense of self-worth. 
D) All of the choices are correct. 
A) Feelings of accomplishment. 
B) Personal growth. 
C) A sense of self-worth. 
D) All of the choices are correct.

Question 11

When designing job-related rewards for salespeople,sales managers need to recognize:

Accepted Answer

A) Money is always the most important reward. 
B) Intrinsic rewards need to be made extrinsic. 
C) Extrinsic rewards need to be made intrinsic. 
D) Desired rewards vary with demographic characteristics. 
A) Money is always the most important reward. 
B) Intrinsic rewards need to be made extrinsic. 
C) Extrinsic rewards need to be made intrinsic. 
D) Desired rewards vary with demographic characteristics.

Question 12

Salespeople's family members can have a significant effect on job perceptions.

Accepted Answer

A) True 
 B)False

Question 13

Wilma is a new sales representative.She is not exactly sure what her role is within the organization but is influenced by:

Accepted Answer

A) Her sales manager. 
B) Customers. 
C) Her family. 
D) All of the choices are correct. 
A) Her sales manager. 
B) Customers. 
C) Her family. 
D) All of the choices are correct.

Question 14

Roland thinks that opening twenty new accounts will significantly add to his annual bonus.This perception is Roland's:

Accepted Answer

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

Question 15

Don is known as a great leader.He tailors his style and approach to the needs of his sales force and:

Accepted Answer

A) Company regulations. 
B) Organizational citizenship expectations. 
C) The kinds of tasks they must perform. 
D) His personal needs. 
A) Company regulations. 
B) Organizational citizenship expectations. 
C) The kinds of tasks they must perform. 
D) His personal needs.

One reason industrial salespeople often experience role inaccuracy,conflict,and ambiguity is:

If a salesperson is faced with the question "Does my boss assume I will make the sale?" they are struggling with:

Motivation is how much the salesperson ___________ on each activity or task.

One way to reduce role conflict is to give salespeople:

How a sales manager organizes and deploys the sales force can affect:

The difference between extrinsic rewards and intrinsic rewards is:

Which of the following is NOT a step in defining a salesperson's role?

What does it mean to say that salespeople are in boundary positions?

The benefits of having a "remote" sales force usually include lower costs and:

Judy is highly motivated by intrinsic rewards.Judy will be most influenced by:

When designing job-related rewards for salespeople,sales managers need to recognize:

Salespeople's family members can have a significant effect on job perceptions.

Wilma is a new sales representative.She is not exactly sure what her role is within the organization but is influenced by:

Roland thinks that opening twenty new accounts will significantly add to his annual bonus.This perception is Roland's:

Don is known as a great leader.He tailors his style and approach to the needs of his sales force and:

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

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

One reason industrial salespeople often experience role inaccuracy,conflict,and ambiguity is:

If a salesperson is faced with the question "Does my boss assume I will make the sale?" they are struggling with:

Motivation is how much the salesperson ___________ on each activity or task.

One way to reduce role conflict is to give salespeople:

How a sales manager organizes and deploys the sales force can affect:

The difference between extrinsic rewards and intrinsic rewards is:

Which of the following is NOT a step in defining a salesperson's role?

What does it mean to say that salespeople are in boundary positions?

The benefits of having a "remote" sales force usually include lower costs and:

Judy is highly motivated by intrinsic rewards.Judy will be most influenced by:

When designing job-related rewards for salespeople,sales managers need to recognize:

Salespeople's family members can have a significant effect on job perceptions.

Wilma is a new sales representative.She is not exactly sure what her role is within the organization but is influenced by:

Roland thinks that opening twenty new accounts will significantly add to his annual bonus.This perception is Roland's:

Don is known as a great leader.He tailors his style and approach to the needs of his sales force and:

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