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

Innovative salespeople are likely to experience less role ambiguity and more accurate role perceptions than non-innovative salespeople.

The sales representatives for Latoka Industries,a manufacturer of security systems for schools,warehouses,government buildings and other industrial and institutional markets,has been told they will now have to sell a newly designed security system to consumers.(Note the sales force was not given any training on how to sell to the consumer market).Which of the following statements describes a likely problem for the Latoka sales force?

What does it mean in sales management to say "close supervision can be a two-edged sword?"

The Caribbean cruise that Tyler Mays won for selling more plastic extruding machines than any other salesperson in the company is an example of an extrinsic reward.

Which of the following statements BEST describes the relationship between supervision and role conflict and ambiguity?

Sales managers can do nothing to minimize the negative consequences associated with role perceptions.

Describe the four types of behavior associated with organizational citizenship.

What is the difference between perceived role conflict and perceived role ambiguity?

Role inaccuracy is never linkage-specific.

The first step in defining the salesperson's role is the creation of a job description.

Close supervision of the sales force by the sales manager has been referred to as a two-edged sword because it:

Which of the following statements about the components of role perceptions is true?

Regina is highly motivated,willing to expend significant ___________ on each activity or task.

What is meant by a salesperson's skill level?

Operating from remote offices tends to reduce role stress.

Perceived role conflict occurs when a salesperson is uncertain about how his or her performance will be evaluated.

A salesperson who is highly motivated but lacking people skills will perform poorly.

There is great potential for linkage role inaccuracy among salespeople because all three components-activities,performance dimensions and rewards-are multidimensional.

All of the following are examples of organizational variables that would influence sales performance EXCEPT:

Which of the following organizational citizenship behaviors is exemplified by mentoring younger salespeople?