Question 1

To correct a poor performance problem,sales managers should:

Accepted Answer

A) Provide immediate feedback about the problem. 
B) Be supportive,but not mention the specific problem. 
C) Be cautious,and wait for the problem to resolve itself. 
D) Above all be understanding and flexible. 
E) None of these is correct. 
A) Provide immediate feedback about the problem. 
B) Be supportive,but not mention the specific problem. 
C) Be cautious,and wait for the problem to resolve itself. 
D) Above all be understanding and flexible. 
E) None of these is correct. A

Question 2

Job satisfaction among all reps in a sales force:

Accepted Answer

A) Necessarily equates to high group morale. 
B) Is a necessary,but not sufficient condition for group morale. 
C) Is entirely due to the sales manager. 
D) Both A and C are correct. 
E) Both B and C are correct. 
A) Necessarily equates to high group morale. 
B) Is a necessary,but not sufficient condition for group morale. 
C) Is entirely due to the sales manager. 
D) Both A and C are correct. 
E) Both B and C are correct. B

Question 3

Outcomes of effective leadership include citizenship behaviors,an example of which is when a rep:

Accepted Answer

A) offers tips and encouragement to a struggling fellow rep. 
B) always shows up to work on time,never missing meetings. 
C) tolerates problems without complaining. 
D) volunteer to serve on a committee. 
E) All of these. 
A) offers tips and encouragement to a struggling fellow rep. 
B) always shows up to work on time,never missing meetings. 
C) tolerates problems without complaining. 
D) volunteer to serve on a committee. 
E) All of these. E

Question 4

Effective leadership can only be done through one-on-one personal contact between the manager and salesperson.

Accepted Answer

A) True 
 B)False

Question 5

The telephone is not a supervision tool.

Accepted Answer

A) True 
 B)False

Question 6

An example of unethical behavior is:

Accepted Answer

A) Poor performance. 
B) Alcoholism. 
C) Expense account abuse. 
D) Personal problems. 
E) None of these. 
A) Poor performance. 
B) Alcoholism. 
C) Expense account abuse. 
D) Personal problems. 
E) None of these.

Question 7

The personal characteristic of initiative implies:

Accepted Answer

A) The leaders must believe in themselves. 
B) The leaders are independent,self starters. 
C) The leaders have high energy levels. 
D) The leaders exhibit creativity. 
E) All of these. 
A) The leaders must believe in themselves. 
B) The leaders are independent,self starters. 
C) The leaders have high energy levels. 
D) The leaders exhibit creativity. 
E) All of these.

Question 8

The purpose of a call plan includes all but:

Accepted Answer

A) The need for a report of the rep's itinerary for a specified time period. 
B) The need to develop the sales rep's written communication skills. 
C) The need to ensure proper customer routing. 
D) To determine if the various classes of customers are met in the right ratio. 
E) To provide in-depth information in customer problems and needs as well as in competitive activity. 
A) The need for a report of the rep's itinerary for a specified time period. 
B) The need to develop the sales rep's written communication skills. 
C) The need to ensure proper customer routing. 
D) To determine if the various classes of customers are met in the right ratio. 
E) To provide in-depth information in customer problems and needs as well as in competitive activity.

Question 9

The best method for a manager to use when dealing with a situation of substance abuse within a sales rep is:

Accepted Answer

A) Immediate termination of the sales rep. 
B) Ignore the situation and it will resolve itself. 
C) Provide counseling to the sales rep yourself. 
D) Refer the sales rep to professional counseling. 
E) Use substance abuse testing on a regular basis. 
A) Immediate termination of the sales rep. 
B) Ignore the situation and it will resolve itself. 
C) Provide counseling to the sales rep yourself. 
D) Refer the sales rep to professional counseling. 
E) Use substance abuse testing on a regular basis.

Question 10

The EEOC definition of sexual harassment as "unwelcome sexual advances,requests for sexual favors,and other verbal or physical conduct of a sexual nature constitute sexual harassment" is true under which of the following criteria?

Accepted Answer

A) Submission to such conduct is made either explicitly or implicitly a term or condition an individual's employment. 
B) Submission to or rejection of such conduct by an individual is used as a basis for employment decisions affecting that individual. 
C) Such conduct has the purpose or effect of unreasonably interfering with an individual's work performance or creating an intimidating,hostile,or offensive working environment. 
D) All of these. 
E) None of these. 
A) Submission to such conduct is made either explicitly or implicitly a term or condition an individual's employment. 
B) Submission to or rejection of such conduct by an individual is used as a basis for employment decisions affecting that individual. 
C) Such conduct has the purpose or effect of unreasonably interfering with an individual's work performance or creating an intimidating,hostile,or offensive working environment. 
D) All of these. 
E) None of these.

Question 11

Transformational leadership behaviors are associated with charismatic leaders.

Accepted Answer

A) True 
 B)False

Question 12

With regard to substance abuse:

Accepted Answer

A) The problem is usually easy to detect. 
B) There are not many warnings signs that a person is an abuser. 
C) Some companies make job offers contingent on the applicant passing a drug test. 
D) Employers are fairly lax about substance abuse as long as it is not on the job. 
E) Salespeople tend to use illicit drugs less frequently than employees in other positions. 
A) The problem is usually easy to detect. 
B) There are not many warnings signs that a person is an abuser. 
C) Some companies make job offers contingent on the applicant passing a drug test. 
D) Employers are fairly lax about substance abuse as long as it is not on the job. 
E) Salespeople tend to use illicit drugs less frequently than employees in other positions.

Question 13

Two members of a sales team text-message each other several times during a teleconference with customers in order to coordinate their selling strategy.This is an example of asynchronous communication.

Accepted Answer

A) True 
 B)False

Question 14

Salespeople that work in an outcome-based control system:

Accepted Answer

A) tend to be paid mostly commission,as opposed to salary. 
B) receive extensive coaching from their sales manager. 
C) have all legitimate travel and entertainment expenses paid for by their company. 
D) receive extensive non-financial rewards. 
E) All of these. 
A) tend to be paid mostly commission,as opposed to salary. 
B) receive extensive coaching from their sales manager. 
C) have all legitimate travel and entertainment expenses paid for by their company. 
D) receive extensive non-financial rewards. 
E) All of these.

Question 15

The most important way in which managers can serve as role models is by:

Accepted Answer

A) showing up to meetings on time. 
B) listening to their salespeople. 
C) dressing themselves in a professional manner. 
D) providing individualized support to each sales rep. 
E) personally demonstrating proper selling techniques. 
A) showing up to meetings on time. 
B) listening to their salespeople. 
C) dressing themselves in a professional manner. 
D) providing individualized support to each sales rep. 
E) personally demonstrating proper selling techniques.

Question 16

It is generally thought to be unwise for a sales manager to accompany a sales rep on a sales call.

Accepted Answer

A) True 
 B)False

Question 17

When problems are encountered with subordinates,it is critical that communication is established between the sales manager and sales rep.Effective feedback should include all but:

Accepted Answer

A) A statement of the problem. 
B) Agreement by both sales manager and sales rep of the stated problem. 
C) The dismissal of any and all extenuating circumstances. 
D) Design of a plan for improvement. 
E) Agreement by both sales manager and sales rep of a remedial action plan. 
A) A statement of the problem. 
B) Agreement by both sales manager and sales rep of the stated problem. 
C) The dismissal of any and all extenuating circumstances. 
D) Design of a plan for improvement. 
E) Agreement by both sales manager and sales rep of a remedial action plan.

Question 18

Leadership is a process in which one person influences other people's behavior toward the accomplishment of specific goals.

Accepted Answer

A) True 
 B)False

Question 19

When all sales reps of a company are satisfied with their job,then that sales force necessarily has high morale.

Accepted Answer

A) True 
 B)False

Question 20

A sales rep uses her cell phone to take a digital photo of a competitors product,and then emails the image to her sales manager.This is an example of telecommunications.

Accepted Answer

A) True 
 B)False

To correct a poor performance problem,sales managers should:

Job satisfaction among all reps in a sales force:

Outcomes of effective leadership include citizenship behaviors,an example of which is when a rep:

Effective leadership can only be done through one-on-one personal contact between the manager and salesperson.

The telephone is not a supervision tool.

An example of unethical behavior is:

The personal characteristic of initiative implies:

The purpose of a call plan includes all but:

The best method for a manager to use when dealing with a situation of substance abuse within a sales rep is:

The EEOC definition of sexual harassment as "unwelcome sexual advances,requests for sexual favors,and other verbal or physical conduct of a sexual nature constitute sexual harassment" is true under which of the following criteria?

Transformational leadership behaviors are associated with charismatic leaders.

With regard to substance abuse:

Two members of a sales team text-message each other several times during a teleconference with customers in order to coordinate their selling strategy.This is an example of asynchronous communication.

Salespeople that work in an outcome-based control system:

The most important way in which managers can serve as role models is by:

It is generally thought to be unwise for a sales manager to accompany a sales rep on a sales call.

When problems are encountered with subordinates,it is critical that communication is established between the sales manager and sales rep.Effective feedback should include all but:

Leadership is a process in which one person influences other people's behavior toward the accomplishment of specific goals.

When all sales reps of a company are satisfied with their job,then that sales force necessarily has high morale.

A sales rep uses her cell phone to take a digital photo of a competitors product,and then emails the image to her sales manager.This is an example of telecommunications.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 11: Leadership of a Sales Force

To correct a poor performance problem,sales managers should:

Job satisfaction among all reps in a sales force:

Outcomes of effective leadership include citizenship behaviors,an example of which is when a rep:

Effective leadership can only be done through one-on-one personal contact between the manager and salesperson.

The telephone is not a supervision tool.

An example of unethical behavior is:

The personal characteristic of initiative implies:

The purpose of a call plan includes all but:

The best method for a manager to use when dealing with a situation of substance abuse within a sales rep is:

The EEOC definition of sexual harassment as "unwelcome sexual advances,requests for sexual favors,and other verbal or physical conduct of a sexual nature constitute sexual harassment" is true under which of the following criteria?

Transformational leadership behaviors are associated with charismatic leaders.

With regard to substance abuse:

Two members of a sales team text-message each other several times during a teleconference with customers in order to coordinate their selling strategy.This is an example of asynchronous communication.

Salespeople that work in an outcome-based control system:

The most important way in which managers can serve as role models is by:

It is generally thought to be unwise for a sales manager to accompany a sales rep on a sales call.

When problems are encountered with subordinates,it is critical that communication is established between the sales manager and sales rep.Effective feedback should include all but:

Leadership is a process in which one person influences other people's behavior toward the accomplishment of specific goals.

When all sales reps of a company are satisfied with their job,then that sales force necessarily has high morale.

A sales rep uses her cell phone to take a digital photo of a competitors product,and then emails the image to her sales manager.This is an example of telecommunications.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters