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

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Salespeople are likely to experience more role conflict than most organization members are because salespeople occupy positions at the boundaries of the firm.

(True/False)

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Question 81

A textbook salesperson who cannot tell his customers when texts will be shipped to the bookstores is experiencing perceived role ambiguity.

(True/False)

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Question 82

Describe examples of extrinsic rewards used in sales management.

(Essay)

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Question 83

Which of the following is a dimension of intrinsic job satisfaction?

(Multiple Choice)

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Question 84

Which of the following statements is NOT true?

(Multiple Choice)

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Question 85

Sara Davis believes that she could easily improve her selling performance by working a bit harder,but she also thinks that management would not reward her more for any performance improvement.Which of the following statements describes Davis?

(Multiple Choice)

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Question 86

In small doses,role conflict and ambiguity provide the salesperson and the organization with some stress.This stress:

(Multiple Choice)

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Question 87

Which of the following statements about role accuracy is true?

(Multiple Choice)

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Question 88

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Salespeople are likely to experience more role conflict than most organization members are because salespeople occupy positions at the boundaries of the firm.

A textbook salesperson who cannot tell his customers when texts will be shipped to the bookstores is experiencing perceived role ambiguity.

Describe examples of extrinsic rewards used in sales management.

Which of the following is a dimension of intrinsic job satisfaction?

Which of the following statements is NOT true?

Sara Davis believes that she could easily improve her selling performance by working a bit harder,but she also thinks that management would not reward her more for any performance improvement.Which of the following statements describes Davis?

In small doses,role conflict and ambiguity provide the salesperson and the organization with some stress.This stress:

Which of the following statements about role accuracy is true?

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

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