Question 1

Role expectations:

Accepted Answer

A) Have been developed in a general form to cover every industry and every type of sales position 
B) Are very similar from one type of role partner to another 
C) Are inconsistent among salespeople 
D) Seldom conflict with expectations of family members or supervisors 
E) Are accurately described by none of the above 
A) Have been developed in a general form to cover every industry and every type of sales position 
B) Are very similar from one type of role partner to another 
C) Are inconsistent among salespeople 
D) Seldom conflict with expectations of family members or supervisors 
E) Are accurately described by none of the above

Question 2

An office equipment salesperson is uncertain about whether he is satisfying his customers needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment.He is most likely experiencing:

Accepted Answer

A) Job demotivation 
B) Role inaccuracy 
C) Role ambiguity 
D) Task incompatibility 
E) Role conflict 
A) Job demotivation 
B) Role inaccuracy 
C) Role ambiguity 
D) Task incompatibility 
E) Role conflict

Question 3

In sales motivation,what are expectancies and valences?

Accepted Answer

Expectancies are the salesperson's estim

Question 4

Researchers measuring aptitude have learned that:

Accepted Answer

A) Broad measures of aptitude are most effective 
B) Aptitude only varies slightly from industry to industry 
C) Aptitude is very task-specific 
D) Aptitudes can be increased through training 
E) Aptitude is unaffected by an individual's physical characteristics 
A) Broad measures of aptitude are most effective 
B) Aptitude only varies slightly from industry to industry 
C) Aptitude is very task-specific 
D) Aptitudes can be increased through training 
E) Aptitude is unaffected by an individual's physical characteristics

Question 5

Research suggests that a certain degree of role conflict and ambiguity

Accepted Answer

A) Increases role stress 
B) Can be beneficial to the customer and the organization 
C) Decreases skill levels 
D) Guarantees salespeople will be motivated to quit 
E) Provides extrinsic rewards 
A) Increases role stress 
B) Can be beneficial to the customer and the organization 
C) Decreases skill levels 
D) Guarantees salespeople will be motivated to quit 
E) Provides extrinsic rewards

Question 6

Perceived role conflict is unaffected by how closely salespeople are supervised.

Accepted Answer

A) True 
 B)False

Question 7

After talking with his manager,a salesperson thought he was supposed to be spending about 20 percent of his time prospecting and qualifying new customers.The manager actually wants him to spend 50 percent of his time on finding new customers.The salesperson is experiencing:

Accepted Answer

A) Job demotivation 
B) Role inaccuracy 
C) Role ambiguity 
D) Task incompatibility 
E) Role conflict 
A) Job demotivation 
B) Role inaccuracy 
C) Role ambiguity 
D) Task incompatibility 
E) Role conflict

Question 8

Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve the overall performance of the organization?

Accepted Answer

A) Sportsmanship 
B) Civic virtue 
C) Conscientiousness 
D) Altruism 
E) Competition 
A) Sportsmanship 
B) Civic virtue 
C) Conscientiousness 
D) Altruism 
E) Competition

Question 9

The expectations associated with organizational citizenship behaviors are consistent with

Accepted Answer

A) Transactions selling 
B) Instrumentalities 
C) The Better Business Bureau 
D) Relationship selling 
E) Perceived role ambiguities 
A) Transactions selling 
B) Instrumentalities 
C) The Better Business Bureau 
D) Relationship selling 
E) Perceived role ambiguities

Question 10

General role inaccuracy:

Accepted Answer

A) Produces consequences similar to those caused by role conflict and ambiguity 
B) Arises because the salesperson incorrectly perceives the relationships between the activities and performance dimensions or between the performance dimensions and the rewards 
C) Is only found in sales positions 
D) Arises from conditions that are dramatically different from those that create role conflict and ambiguity 
E) Is accurately described by none of the above 
A) Produces consequences similar to those caused by role conflict and ambiguity 
B) Arises because the salesperson incorrectly perceives the relationships between the activities and performance dimensions or between the performance dimensions and the rewards 
C) Is only found in sales positions 
D) Arises from conditions that are dramatically different from those that create role conflict and ambiguity 
E) Is accurately described by none of the above

Question 11

With increased use of remote offices,research indicates salespeople perceive:

Accepted Answer

A) Increased role stress 
B) Decreased dependency on technology 
C) Increased self-assurance 
D) Increased support from sales management 
E) All of the above 
A) Increased role stress 
B) Decreased dependency on technology 
C) Increased self-assurance 
D) Increased support from sales management 
E) All of the above

Question 12

What are the three-steps in the process of defining a salesperson's role?

Accepted Answer

The three-step process include

Question 13

Describe examples of organizational and personal variables that influence sales performance?

Accepted Answer

Factors such as advertising,market share

Question 14

What does having a "boundary" position mean in sales?

Accepted Answer

Salespeople often interact with a variet

Question 15

Petra is trying to increase the sense of job satisfaction among her salespeople.She will likely consider which of the following dimensions of job satisfaction?

Accepted Answer

A) Promotion and advancement opportunities 
B) Supervision 
C) Customers 
D) Coworkers 
E) All of the above 
A) Promotion and advancement opportunities 
B) Supervision 
C) Customers 
D) Coworkers 
E) All of the above

Question 16

Describe examples of intrinsic rewards.

Accepted Answer

Intrinsic rewards in

Question 17

Skill levels include all of the following EXCEPT

Accepted Answer

A) Motivation 
B) Interpersonal skills 
C) Leadership 
D) Technical knowledge 
E) Presentation skills 
A) Motivation 
B) Interpersonal skills 
C) Leadership 
D) Technical knowledge 
E) Presentation skills

Question 18

Environmental constraints such as inflation,consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

Accepted Answer

A) True 
 B)False

Question 19

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Accepted Answer

A) True 
 B)False

Question 20

Yolanda has a quarterly gathering of her salespeople,giving out awards,announcing promotions and describing the incentives offered for the next quarter.Yolanda is appealing to salespeople's

Accepted Answer

A) Intrinsic needs 
B) Low-order needs 
C) Organizational citizenship behavior 
D) Perceived role conflicts 
E) None of the above 
A) Intrinsic needs 
B) Low-order needs 
C) Organizational citizenship behavior 
D) Perceived role conflicts 
E) None of the above

Role expectations:

An office equipment salesperson is uncertain about whether he is satisfying his customers needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment.He is most likely experiencing:

In sales motivation,what are expectancies and valences?

Researchers measuring aptitude have learned that:

Research suggests that a certain degree of role conflict and ambiguity

Perceived role conflict is unaffected by how closely salespeople are supervised.

After talking with his manager,a salesperson thought he was supposed to be spending about 20 percent of his time prospecting and qualifying new customers.The manager actually wants him to spend 50 percent of his time on finding new customers.The salesperson is experiencing:

Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve the overall performance of the organization?

The expectations associated with organizational citizenship behaviors are consistent with

General role inaccuracy:

With increased use of remote offices,research indicates salespeople perceive:

What are the three-steps in the process of defining a salesperson's role?

Describe examples of organizational and personal variables that influence sales performance?

What does having a "boundary" position mean in sales?

Petra is trying to increase the sense of job satisfaction among her salespeople.She will likely consider which of the following dimensions of job satisfaction?

Describe examples of intrinsic rewards.

Skill levels include all of the following EXCEPT

Environmental constraints such as inflation,consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Yolanda has a quarterly gathering of her salespeople,giving out awards,announcing promotions and describing the incentives offered for the next quarter.Yolanda is appealing to salespeople's

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

Role expectations:

An office equipment salesperson is uncertain about whether he is satisfying his customers needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment.He is most likely experiencing:

In sales motivation,what are expectancies and valences?

Researchers measuring aptitude have learned that:

Research suggests that a certain degree of role conflict and ambiguity

Perceived role conflict is unaffected by how closely salespeople are supervised.

After talking with his manager,a salesperson thought he was supposed to be spending about 20 percent of his time prospecting and qualifying new customers.The manager actually wants him to spend 50 percent of his time on finding new customers.The salesperson is experiencing:

Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve the overall performance of the organization?

The expectations associated with organizational citizenship behaviors are consistent with

General role inaccuracy:

With increased use of remote offices,research indicates salespeople perceive:

What are the three-steps in the process of defining a salesperson's role?

Describe examples of organizational and personal variables that influence sales performance?

What does having a "boundary" position mean in sales?

Petra is trying to increase the sense of job satisfaction among her salespeople.She will likely consider which of the following dimensions of job satisfaction?

Describe examples of intrinsic rewards.

Skill levels include all of the following EXCEPT

Environmental constraints such as inflation,consumer trends and natural disasters have a dramatic impact on the magnitude of instrumentality estimates.

The amount of job satisfaction salespeople obtain from their jobs is influenced by their role perceptions.

Yolanda has a quarterly gathering of her salespeople,giving out awards,announcing promotions and describing the incentives offered for the next quarter.Yolanda is appealing to salespeople's

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