Question 1

What personal traits are associated with sales success?

Accepted Answer

The answer of What personal traits are associated with sales...

Question 2

What influences salespeople's motivation?

Accepted Answer

The answer of What influences salespeople's motivation?...

Question 3

The goal of a sales manager when developing a reward mix is to:

Accepted Answer

A) Minimize the cost to the company. 
B) Direct every action a salesperson takes. 
C) Direct sales force efforts toward the most important activities. 
D) All of the choices are correct.

Question 4

One of the problems associated with a "remote" sales force is:

Accepted Answer

A) Isolation. 
B) Increased costs. 
C) Weaker customer relationships. 
D) All of the choices are correct.

Question 5

The role of a salesperson is largely defined through the expectations,demands,and pressures communicated by his or her:

Accepted Answer

A) Peers. 
B) Role partners. 
C) Customers. 
D) Sales managers.

Question 6

Mark has found that he can increase salespeople's performance by involving salespeople in:

Accepted Answer

A) Corporate organizational citizenship behavior. 
B) Valences for rewards. 
C) Territory design. 
D) Targeting role accuracy.

Question 7

Ryan is highly motivated by extrinsic rewards.Ryan will be most influenced by:

Accepted Answer

A) Feelings of accomplishment. 
B) Personal growth. 
C) A sense of self-worth. 
D) Recognition from his peers and sales manager.

Question 8

Leah tells her customer that she has available the billboards the customer wants,not knowing that an executive sales rep has committed those billboards to a national account.Leah is experiencing:

Accepted Answer

A) Perceived role ambiguity. 
B) Role inaccuracy. 
C) Perceived role conflict. 
D) All of the choices are correct.

Question 9

Skill levels are learned proficiencies.Sales managers have found that:

Accepted Answer

A) All salespeople need to be equally trained so they can adapt to any selling environment. 
B) Different kinds of skills are needed for different types of selling tasks. 
C) Technical skills are more important in today's selling environment. 
D) Leadership and presentation skills can overcome a lack of interpersonal skills.

Question 10

The role of a salesperson is:

Accepted Answer

A) The set of activities or behaviors to be performed. 
B) Always maximize sales. 
C) Know all the customers. 
D) Work with production managers to sell what is available.

Question 11

The relationship between performance and rewards in sales is:

Accepted Answer

A) Defined by the sales manager. 
B) Complex. 
C) Regulated in most states. 
D) Internally defined.

Question 12

Because Frank reports to both the marketing manager and the sales manager,he sometimes experiences:

Accepted Answer

A) Role expectations. 
B) Role ambiguity. 
C) Role security. 
D) Role inaccuracy.

Question 13

Expectations and demands concerning how salespeople should behave are communicated during the _________________ step in defining a salesperson's role.

Accepted Answer

A) Role partners communicate expectations. 
B) Salespeople develop perceptions. 
C) Salespeople convert perceptions into behavior. 
D) All of the choices are correct.

Question 14

Who defines the role of a salesperson in an organization?

Accepted Answer

The answer of Who defines the role of a salesperson...

Question 15

By closely supervising salespeople,sales managers can reduce:

Accepted Answer

A) Role expectations. 
B) Role ambiguity. 
C) Role conflict. 
D) Role inaccuracy.

Question 16

Salespeople are likely to experience more role conflict than other people in the company because they work at:

Accepted Answer

A) The boundary of the firm. 
B) Too many hours. 
C) Closely with their sales managers. 
D) All of the choices are correct.

Question 17

Erica is debating whether the bonus she will receive by meeting the sales requirements is worth the extra effort.Erica is debating the:

Accepted Answer

A) Expectancy 
B) Valence for performance. 
C) Instrumentality. 
D) Valence for rewards.

Question 18

Frank assumes that,if he makes more sales calls,his sales will increase.For Frank this is an:

Accepted Answer

A) Expectancy 
B) Valence. 
C) Perceived role. 
D) Role accuracy.

Question 19

The more accurate salespeople's role perceptions,the less motivated they are likely to be.

Accepted Answer

A) True 
 B)False

Question 20

Most salespeople love:

Accepted Answer

A) Supervision. 
B) Structure. 
C) Autonomy and flexibility. 
D) Intrinsic rewards over extrinsic rewards.

Exam 10: Salesperson Performance: Behavior,Motivation,and Role Perceptions