Question 1

There is a level of hostility below which _____ may be benign but above which it will be malign.

Accepted Answer

A) Competition 
B) Motivation 
C) Role perception inaccuracy 
D) Role ambiguity and perception 
E) Sales performance 
A) Competition 
B) Motivation 
C) Role perception inaccuracy 
D) Role ambiguity and perception 
E) Sales performance D

Question 2

Which of the following statements about the salesperson's perception of his or her role in the organization is true?

Accepted Answer

A) Because the salesperson is in a boundary position,he or she is more likely to experience role conflict and inaccuracy and less likely to experience role ambiguity 
B) Occupants of innovative roles experience less conflict than other organizational members because they can be flexible and because they perform their jobs independently 
C) Salespeople are said to be operating at the boundary of a firm because they are the most visible of all of the integrated marketing tools that an organization can use 
D) Occupants of innovative roles frequently face situations where they have no standard procedures or past experiences to guide them 
E) Because the salesperson is in a boundary position,he or she is less likely to experience role conflict than other members of the organization 
A) Because the salesperson is in a boundary position,he or she is more likely to experience role conflict and inaccuracy and less likely to experience role ambiguity 
B) Occupants of innovative roles experience less conflict than other organizational members because they can be flexible and because they perform their jobs independently 
C) Salespeople are said to be operating at the boundary of a firm because they are the most visible of all of the integrated marketing tools that an organization can use 
D) Occupants of innovative roles frequently face situations where they have no standard procedures or past experiences to guide them 
E) Because the salesperson is in a boundary position,he or she is less likely to experience role conflict than other members of the organization D

Question 3

With increasing complexity in relationships between companies and customers,many sales organizations are using more:

Accepted Answer

A) Role ambiguity motivation 
B) Team selling 
C) Sales performance marketing 
D) Occupational adjustment assistance 
E) Advertising 
A) Role ambiguity motivation 
B) Team selling 
C) Sales performance marketing 
D) Occupational adjustment assistance 
E) Advertising B

Question 4

What are the relationships among sales expectations,valences for performance,instrumentalities and valences for rewards?

Accepted Answer

Expectancies are the salesperson's estim

Question 5

Mallory frequently hears her salespeople comment that their work is not very exciting.Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Accepted Answer

A) The job itself 
B) Coworkers 
C) Company policies 
D) Pay 
E) Customers 
A) The job itself 
B) Coworkers 
C) Company policies 
D) Pay 
E) Customers

Question 6

Which of the following statements about the salesperson's role in the organization is true?

Accepted Answer

A) Role is defined by the expectations and demands communicated by members of one's own role set,by the personal perceptions of those expectations and demands and finally by the personal behavior of the individual 
B) What salespeople think they should be doing has less impact on their actual performance than what management and company say they should be doing 
C) A role set represents the activities and behaviors of any person that occupies a position in an organization 
D) Role ambiguity occurs when a salesperson inaccurately perceives the demands being placed on him 
E) A saleswoman who is unsure of how her customers are evaluating her performance is experiencing role conflict 
A) Role is defined by the expectations and demands communicated by members of one's own role set,by the personal perceptions of those expectations and demands and finally by the personal behavior of the individual 
B) What salespeople think they should be doing has less impact on their actual performance than what management and company say they should be doing 
C) A role set represents the activities and behaviors of any person that occupies a position in an organization 
D) Role ambiguity occurs when a salesperson inaccurately perceives the demands being placed on him 
E) A saleswoman who is unsure of how her customers are evaluating her performance is experiencing role conflict

Question 7

Skill levels refer to the individual's learned proficiency at performing the tasks necessary to get the job done.

Accepted Answer

A) True 
 B)False

Question 8

The job itself,fellow workers,supervision,company policies,pay,promotion and advancement opportunities and customers are all dimensions of:

Accepted Answer

A) The sales performance model 
B) Job satisfaction 
C) Motivation 
D) Job aptitude 
E) Organization culture 
A) The sales performance model 
B) Job satisfaction 
C) Motivation 
D) Job aptitude 
E) Organization culture

Question 9

Sales managers can reduce the amount of role ambiguity and conflict the sales force experiences by:

Accepted Answer

A) Giving them an input in determining the standards by which they are evaluated 
B) Providing them with sales training opportunities 
C) Giving salespeople a greater voice in what they do and how they do it 
D) Altering the organization's span of control 
E) Doing any or all of the above 
A) Giving them an input in determining the standards by which they are evaluated 
B) Providing them with sales training opportunities 
C) Giving salespeople a greater voice in what they do and how they do it 
D) Altering the organization's span of control 
E) Doing any or all of the above

Question 10

What are the determinants of a salesperson's performance?

Accepted Answer

Role perceptions,aptitude,skil

Question 11

The Army recruiter is trying to sell the recent high school graduate on a career in the military.With the phrase,"Be all that you can be," the recruiter is using _____ as a recruitment tool.

Accepted Answer

A) An intrinsic reward 
B) Job satisfaction 
C) Instrumentality 
D) An extrinsic reward 
E) A lower-level need 
A) An intrinsic reward 
B) Job satisfaction 
C) Instrumentality 
D) An extrinsic reward 
E) A lower-level need

Question 12

Which of the following statements about rewards is true?

Accepted Answer

A) Intrinsic rewards relate to lower order human needs 
B) Intrinsic rewards include security and recognition 
C) Extrinsic rewards include pay and promotion 
D) Extrinsic rewards are those salespeople primarily attain for themselves 
E) Intrinsic rewards satisfy physiological needs 
A) Intrinsic rewards relate to lower order human needs 
B) Intrinsic rewards include security and recognition 
C) Extrinsic rewards include pay and promotion 
D) Extrinsic rewards are those salespeople primarily attain for themselves 
E) Intrinsic rewards satisfy physiological needs

Question 13

It is nearly impossible to develop one set of expectations common to all sales jobs.

Accepted Answer

A) True 
 B)False

Question 14

The valence for the performance of a person in sales is a function of:

Accepted Answer

A) The person's estimate of the probability that increased performance will yield increased rewards 
B) Instrumentality and valence for rewards 
C) The person's relative desire for rewards 
D) How the person perceives the desirability of improved performance 
E) How the person perceives the linkage between performance and rewards 
A) The person's estimate of the probability that increased performance will yield increased rewards 
B) Instrumentality and valence for rewards 
C) The person's relative desire for rewards 
D) How the person perceives the desirability of improved performance 
E) How the person perceives the linkage between performance and rewards

Question 15

Kerry knows a salesperson's role is defined through a three-step process.The three-step process,in the order they occur is

Accepted Answer

A) Role partners communicate expectations,salespeople develop perceptions and salespeople convert perceptions into behaviors 
B) Salespeople develop perceptions,role partners communicate expectations and salespeople convert perceptions into behaviors 
C) Salespeople convert perceptions into behaviors,role partners communicate expectations and salespeople develop perceptions 
D) Role partners communicate expectations,salespeople convert perceptions into behaviors and salespeople develop perceptions 
E) There is no three-step process 
A) Role partners communicate expectations,salespeople develop perceptions and salespeople convert perceptions into behaviors 
B) Salespeople develop perceptions,role partners communicate expectations and salespeople convert perceptions into behaviors 
C) Salespeople convert perceptions into behaviors,role partners communicate expectations and salespeople develop perceptions 
D) Role partners communicate expectations,salespeople convert perceptions into behaviors and salespeople develop perceptions 
E) There is no three-step process

Question 16

The complex nature of the relationship between company and customer has created a need for team selling.

Accepted Answer

A) True 
 B)False

Question 17

What are the possible psychological consequences of role accuracy,ambiguity and conflict?

Accepted Answer

The possible psychological con

Question 18

The definition of sales aptitude is the same whether you are talking to the owner of a furniture store or a sales manager for IBM.

Accepted Answer

A) True 
 B)False

Question 19

The sales performance model suggests that personal,organizational and environmental variables influence sales performance directly and

Accepted Answer

A) Through organizational citizenship behavior 
B) Competitive pressure from alternative suppliers 
C) By influencing other performance determinants such as role perceptions and motivation 
D) Through advertising incentives used to recruit salespeople 
E) All of the above 
A) Through organizational citizenship behavior 
B) Competitive pressure from alternative suppliers 
C) By influencing other performance determinants such as role perceptions and motivation 
D) Through advertising incentives used to recruit salespeople 
E) All of the above

Question 20

A salesperson's role is:

Accepted Answer

A) Unaffected by external pressures such as family or customers 
B) Defined by the job description 
C) Defined as the activities and behaviors performed by any individual occupying the sales position 
D) Determined by the perceived expectations of media 
E) Typically not a cause of job dissatisfaction 
A) Unaffected by external pressures such as family or customers 
B) Defined by the job description 
C) Defined as the activities and behaviors performed by any individual occupying the sales position 
D) Determined by the perceived expectations of media 
E) Typically not a cause of job dissatisfaction

There is a level of hostility below which _____ may be benign but above which it will be malign.

Which of the following statements about the salesperson's perception of his or her role in the organization is true?

With increasing complexity in relationships between companies and customers,many sales organizations are using more:

What are the relationships among sales expectations,valences for performance,instrumentalities and valences for rewards?

Mallory frequently hears her salespeople comment that their work is not very exciting.Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Which of the following statements about the salesperson's role in the organization is true?

Skill levels refer to the individual's learned proficiency at performing the tasks necessary to get the job done.

The job itself,fellow workers,supervision,company policies,pay,promotion and advancement opportunities and customers are all dimensions of:

Sales managers can reduce the amount of role ambiguity and conflict the sales force experiences by:

What are the determinants of a salesperson's performance?

The Army recruiter is trying to sell the recent high school graduate on a career in the military.With the phrase,"Be all that you can be," the recruiter is using _____ as a recruitment tool.

Which of the following statements about rewards is true?

It is nearly impossible to develop one set of expectations common to all sales jobs.

The valence for the performance of a person in sales is a function of:

Kerry knows a salesperson's role is defined through a three-step process.The three-step process,in the order they occur is

The complex nature of the relationship between company and customer has created a need for team selling.

What are the possible psychological consequences of role accuracy,ambiguity and conflict?

The definition of sales aptitude is the same whether you are talking to the owner of a furniture store or a sales manager for IBM.

The sales performance model suggests that personal,organizational and environmental variables influence sales performance directly and

A salesperson's role is:

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives,techniques,and Evaluation

Salesperson Compensation and Incentives

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 6: Salesperson Performance: Behavior, role Perceptions, and Satisfaction

There is a level of hostility below which _____ may be benign but above which it will be malign.

Which of the following statements about the salesperson's perception of his or her role in the organization is true?

With increasing complexity in relationships between companies and customers,many sales organizations are using more:

What are the relationships among sales expectations,valences for performance,instrumentalities and valences for rewards?

Mallory frequently hears her salespeople comment that their work is not very exciting.Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?

Which of the following statements about the salesperson's role in the organization is true?

Skill levels refer to the individual's learned proficiency at performing the tasks necessary to get the job done.

The job itself,fellow workers,supervision,company policies,pay,promotion and advancement opportunities and customers are all dimensions of:

Sales managers can reduce the amount of role ambiguity and conflict the sales force experiences by:

What are the determinants of a salesperson's performance?

The Army recruiter is trying to sell the recent high school graduate on a career in the military.With the phrase,"Be all that you can be," the recruiter is using _____ as a recruitment tool.

Which of the following statements about rewards is true?

It is nearly impossible to develop one set of expectations common to all sales jobs.

The valence for the performance of a person in sales is a function of:

Kerry knows a salesperson's role is defined through a three-step process.The three-step process,in the order they occur is

The complex nature of the relationship between company and customer has created a need for team selling.

What are the possible psychological consequences of role accuracy,ambiguity and conflict?

The definition of sales aptitude is the same whether you are talking to the owner of a furniture store or a sales manager for IBM.

The sales performance model suggests that personal,organizational and environmental variables influence sales performance directly and

A salesperson's role is:

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives,techniques,and Evaluation

Salesperson Compensation and Incentives

Cost Analysis

Evaluating Salesperson Performance

Filters