Deck 10: Leadership Issues

Question 1

Leadership ___ involves four sets of activities: planning, organizing, motivating, and controlling.

Answer 1

action

Question 2

___ in the context of real estate sales refers to a burst of creativity that encourages sales associates to use their mental faculties to approach selling situations differently.

Answer 2

Inspiration

Question 3

Leadership is about ___: trust, inspiration, and people.

Answer 3

effectiveness

Question 4

Management is about ___: systems, processes, procedures, control, and structure.

Question 5

What types of power does the leadership skill of telling utilize?

A) coercive
B) reward
C) legitimate
D) expert
E) referent

Question 6

Which of the following are dimensions of the leadership skill, according to leadership scholars?

A) listening
B) persuading
C) telling
D) participating
E) delegating

Question 7

What are the four dimensions of transformational leadership?

A) idealized influence
B) interpersonal communication
C) individualized consideration
D) inspirational motivation
E) intellectual stimulation

Question 8

What are some things that task-oriented sales managers will do?

A) offer sales incentives and bonuses
B) assign sales associates to specific selling roles
C) monitor and evaluate performance based on measurable metrics
D) organize casual or informal meetings
E) devote time to learning the strengths and weaknesses of individuals

Question 9

What forms does the leadership of the sales manager take?

A) sets visions for the sales force
B) promotes competition between sales agents
C) motivates the sales force to achieve in selling
D) builds morale among the sales agents
E) hires

Question 10

Rewarding high performers falls under which type of leadership action?

A) controlling
B) motivating
C) planning
D) organizing
E) training

Question 11

___ leadership is an approach to sales management in which the manager focuses on the personal selling tasks to meet certain sales goals.

Question 12

___ or relationship-focused leadership is an approach in which the sales manager focuses on the satisfaction, motivation, and the general well-being of the sales agents.

Question 13

A sales manager has two responsibilities with respect to ___: they must encourage members of the sales team to be active in decision making and choose which members of the sales team influence which decisions.

Question 14

___ involves assigning specific selling tasks to different members of the sales force.

Question 15

___ or authoritarian leadership refers to the situation in which the sales manager controls all important decisions of the sales organization, including all the selling-related tasks.

Question 16

Under ___ or participative leadership, the sales manager leads the sales force by encouraging the sales associates to participate in many decisions involving the sales organization.

Question 17

___ or delegative leadership is a style in which sales managers takes a very passive approach to the management of the sales force.

Question 18

___ refers to the degree to which the sales manager challenges traditional assumptions and stimulates each agent to be creative to discovering solutions to their clients.

Question 19

___ refers to the degree to which the sales manager attends to each agent's needs and listens to his concerns.

Question 20

___ leadership focuses on motivation and morale of the sales force to achieve sales goals.

Question 21

___ or managerial leadership is an approach of sales management in which the sales manager focuses on the role of supervision, organization, and performance.

Question 22

Which of the following decisions would not benefit from participation in the decision-making process?

A) recruiting new sales associates
B) organizing professional events
C) investigating breaches of ethics
D) firing an employee for misconduct
E) training new sales associates

Question 23

Which of the following is a proper use of coercive power?

A) threatening a sales associate with demotion if he does not meet a sales quota
B) using the threat of termination as a general motivation strategy
C) firing a sales associate for violating the law
D) reprimanding a sales associate for offering criticism of a sales strategy
E) demoting a sales associate for a personal reason

Question 24

In which of the following organizations would autocratic leadership be most effective?

A) a top-heavy organization with many seasoned sellers
B) a formerly mismanaged organization that works on proposals with strict deadlines
C) an organization in which not much cooperation is required between sales associates
D) an organization that has an even mix of experienced senior associates and rookies
E) an organization with a relatively unskilled sales manager

Question 25

A good sales manager should invite members of the sales team to participate in all the decisions that affect the sales organization.

Question 26

Autocratic leadership is often effective in selling situations that involve short deadlines.

Question 27

One of the major advantages of autocratic leadership is its ability to identify creative solutions to selling problems and make the sales associates more involved and engaged in the selling process.

Question 28

Laissez-faire leadership works best when the sales organization is "bottom heavy," because it lets the new sales associates quickly gain real experience and confidence.

Question 29

A sales manager influenced by transactional leadership theories might structure compensation plans so that compliance and positive deviations are rewarded, while negative deviations are reprimanded.

Question 30

Task-oriented leadership style is highly suitable in situations in which the sales agents have to work together closely as a team, such as in large brokerage firms that have large sales forces of listing agents and buyer representatives that must work in concert.

Question 31

Inadequate compensation and recognition is one way in which a sales associate can lose trust in the sales manager.

Question 32

Good leadership is defined by efficiency-that is, maximizing profits while minimizing costs.

Question 33

The goal of sales management is to maximize the performance of the sales agents with minimum resources.

Question 34

Coercive power should be used freely and often to establish the sales manager as an authority, so she will be respected by sales associates.

Question 35

In order for a sales manager to be persuasive, he has to first motivate a salesperson to listen,prompting the sales person to allocate cognitive processing capacity to process the communication fully and without misinterpretation.

Question 36

In what situation might a transactional leader intervene in the workplace if he is practicing management by exception?

A) a sales associate is unable to complete his tasks
B) a sales associate has gone above and beyond his required performance
C) a sales associate is given an exceptionally difficult task
D) a sales associate meets his quotas
E) there are no situations in which the manager will involve himself

Question 37

What leadership style combines task-oriented and people-oriented skills?

A) impoverished management
B) produce-or-perish management
C) tp management
D) country club management
E) team management

Question 38

Which of the following best describes a task-oriented sales manager?

A) she focuses most on support and interpersonal dynamics of the team
B) she focuses on completing jobs rather than catering to the needs of others
C) she focuses on administrative roles and gives autonomy to subordinates
D) she focuses on morale building and training
E) she is strongly involved and focuses equally on completing jobs and respecting the needs of others

Question 39

Which of the following statements best characterizes the difference between leadership and management?

A) leadership is an art while management is a science
B) leadership is about efficiency and management is about effectiveness
C) management is task oriented and leadership is people oriented
D) leadership is enriched management
E) management is about efficiency and leadership is about effectiveness

Question 40

What is the nature of inspiration provided by a good leader?

A) confidence
B) eagerness
C) creativity
D) work ethic
E) hunger

Question 41

Which of the following is a typical human resource management goal of a real estate firm?

A) low employee absenteeism
B) high job performance
C) high employee morale
D) all of the above
E) none of the above

Question 42

Organizing the sales force based on the sales manager's plan is the responsibility of senior sales associates.

Question 43

For the sales manager, planning involves determining quarterly or monthly sales objectives and articulating a general plan to achieve the stated objectives.

Question 44

Once the salesperson is motivated to listen, it is a simple matter for the sales manager to convince him to accept her position.

Question 45

Good leadership in real estate marketing organizations is characterized by actions that lead real estate marketing professionals toward achieving sales goals.