Exam 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople

A sales manager should most likely use a _____ style of leadership if the sales force contains highly motivated, seasoned salespeople who strive to be top performers.

Praise and recognition are part of the _____ element of a sales manager's motivation mix.

_____ involves the extent to which a leader listens, provides clarification, and gives positive feedback.

Phil, an inexperienced salesperson, is nervous about his ability to close a sale. What type of leadership style would be most appropriate for Phil's supervisor to use?

Which of the following compensation plans is considered the simplest?

In an effort to overcome the problems typically associated with the straight salary compensation plans, many companies:

Which of the following is an example of a quantitative performance criterion used to evaluate a salesperson's performance?

Although it is difficult to administer the straight commission plan, many organizations prefer to use this plan because selling costs are kept in proportion to sales.

The commission rate increases as the salesperson sells an increasing amount of product. This is called a(n) _____ commission plan.

What is straight salary compensation plan? What are the disadvantages associated with the straight salary compensation plan?

Which of the following statements about progressive commission plan is most likely true?

What is a characteristic of the delegating leadership style?

The _____ style of leadership is characterized by low task behavior and low relationship behavior.

Under the straight salary compensation plan, salary is distributed in proportion to the sales made.

Which leadership style is characterized by low task behavior and high relationship behavior?

Kia Lang's pay plan reduces her commission as her sales increase. She receives a 10 percent commission on the first $250,000 and 6 percent on sales over that amount. For sales of $500,000, she would receive 5 percent. This is an example of a _____ plan.

A salesperson working under a combination salary plan receives both a base salary and a commission or bonus.

Each salesperson at a firm should receive at least one formal evaluation every year.

Describe a regressive commission plan. When would a company use a regressive commission plan?

The commission rates of sales decreases as the sales increase. This is an example of the _____ commission plan.