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

Bill Jason overheard a salesperson ask,"If I put more effort into my job,will I increase my performance?" In terms of motivation,this question deals with:

Because sales people occupy boundary positions they face the potential of demands from:

Perceived role conflict primarily affects intrinsic job satisfaction.

In which of the following examples will the salesperson described be most vulnerable to role inaccuracy,conflict and ambiguity?

Which of the following individuals is most likely to have a boundary position in a company that manufactures modular homes?

When handling highly technical or engineered products or when encountering non-routine problems or prospecting for new accounts,it is important that the sales representative have the ability to:

Which of the following is NOT one of the basic factors influencing worker's job performance?

Al Greer has been told by his sales manager that he can no longer offer his customers a two-day delivery on the home decorating items he sells.Greer's biggest customer demands two-day delivery or else she will take her business to another company that handles similar merchandise.Since Greer works on a commission and earns no salary,he is likely to experience:

Which of the following statements about the aptitude component of the model of sales performance is true?

Nicole wants to win the trip to Hawaii being offered to the top salesperson this month.Nicole has a high

Role inaccuracy is another term used to describe role ambiguity.

Researchers do not understand how personal,organizational and environmental variables impact sales performances.

Roger,a sales rep for an office furniture company is not sure whether he should be spending time showing customers how to assemble the furniture.Roger is experiencing __________ concern.

How have Web site sales affected traditional sales people?

Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:

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

The salesperson's role is particularly susceptible to problems with role perception because:

Use examples to describe the seven dimensions to sales job satisfaction.

Which of the following statements about how personal,organizational and environmental variables relate to the model of sales performance is true?

Which of the following statements about skills as a component of the model of sales performance is true?