Question 1

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:

Accepted Answer

A) Role accuracy 
B) Valence for rewards 
C) Instrumentality 
D) Valence for performance 
E) Expectancy

Question 2

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

Accepted Answer

A) Customers 
B) Sales managers 
C) The company 
D) All of the above 
E) None of the above

Question 3

Perceived role conflict primarily affects intrinsic job satisfaction.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) Molly Ford sells electronic equipment to home computer users 
B) Anderson Wills sells vinyl siding over the telephone 
C) Bill Welch sells health club membership to people who are out-of-shape 
D) Karen Rankin sells management consulting to businesses that want to set up an Internet retailing site 
E) What a salesperson sells and to whom he or she sells it has no bearing on the vulnerability to role inaccuracy,conflict and ambiguity

Question 5

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

Accepted Answer

A) A person who receives inbound telemarketing 
B) A person who sells the modular homes in the field 
C) The sales manager 
D) The marketing manager 
E) The manufacturer's advertising agency

Question 6

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:

Accepted Answer

A) Be innovative,creative and flexible 
B) Use hard-sell tactics 
C) Rewrite company policies to satisfy customers 
D) Ask his or her role set for their opinions and inputs 
E) Look to a paternalistic sales manager for support

Question 7

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

Accepted Answer

A) Role perceptions 
B) Government 
C) Aptitude 
D) Skill level 
E) Motivation

Question 8

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:

Accepted Answer

A) Job demotivation 
B) Role inaccuracy 
C) Role ambiguity 
D) Task incompatibility 
E) Role conflict

Question 9

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

Accepted Answer

A) Aptitude is the same whether the salesperson is asked to sell roofing shingles or x-ray equipment 
B) Aptitude includes verbal intelligence,mathematical ability and sales expertise 
C) A salesperson's aptitude is unaffected by her height,sex,age and physical attractiveness 
D) Aptitude has no affect on a salesperson's motivation to perform 
E) Aptitude will not affect sales performance if two job candidates have identical motivation,role perceptions and skills

Question 10

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

Accepted Answer

A) Valence for rewards 
B) Expectancy for reward 
C) Instrumentality 
D) Performance valence 
E) All of the above

Question 11

Role inaccuracy is another term used to describe role ambiguity.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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.

Accepted Answer

A) Role expectancy 
B) Role ambiguity 
C) Role conflict 
D) Role inaccuracy 
E) Role rotation

Question 14

How have Web site sales affected traditional sales people?

Accepted Answer

The answer of How have Web site sales affected traditional...

Question 15

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

Accepted Answer

A) Is not directly the fault of the person occupying the role 
B) Has no psychological impact 
C) Is an obvious problem that is readily fixed 
D) Is largely an unrealized perception 
E) Causes the individual to adopt conflicting roles

Question 16

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

Accepted Answer

A) The model of sales performance suggests that a worker's job performance is a function of five basic factors: (1)motivation,(2)aptitude,(3)role perception,(4)personal satisfaction and (5)skill level 
B) Role inaccuracy differs from role conflict and ambiguity because the salesperson does not know he is suffering from role inaccuracy 
C) If a salesperson has high motivation and aptitude,but low skill,the model of salesperson performance suggests that this salesperson will still exhibit a high level of performance 
D) A salesperson's role is the appropriate set of activities or behaviors he or she will perform as defined by the company's policies and procedures and its organizational culture 
E) Role ambiguity occurs when a salesperson believes the role demands of two or more of her role partners are incompatible

Question 17

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

Accepted Answer

A) Sales managers typically closely supervise their sales forces 
B) Sales territories are frequently modified 
C) The salesperson has a large number of people he or she must satisfy 
D) There are few people the salesperson can confide in when he or she has a problem 
E) Selling is the only source of one-to-one communication for a company that wants to use integrated marketing communications

Question 18

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

Accepted Answer

The answer of Use examples to describe the seven dimensions...

Question 19

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

Accepted Answer

A) These variables have little or no effect on sales performance 
B) There appears to be no relationship among personal and organizational variables and role perceptions 
C) Environmental variables have been more widely studied than personal or organizational variables 
D) Overall,many questions concerning how personal,organizational and environmental variables affect sales performance remain unanswered 
E) Motivation is unrelated to personal variables

Question 20

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

Accepted Answer

A) Sales skill is basically the same as sales aptitude 
B) Selling is not a trainable skill 
C) Skill refers to a relatively enduring personal ability 
D) A skill is a learned proficiency at performing a task 
E) Skill is less important as a factor in sales performance than motivation,aptitude,role perception and organizational,personal and environmental variables

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?

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?