Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Describe examples of extrinsic rewards used in sales management.

Accepted Answer

The answer of Describe examples of extrinsic rewards used in...

Question 4

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

Accepted Answer

A) Pay 
B) Fellow workers 
C) Supervision 
D) Customers 
E) The job itself

Question 5

Which of the following statements is NOT true?

Accepted Answer

A) There is almost no published research concerning the effects of training programs on skill levels 
B) Different kinds of skills are needed for different types of selling tasks 
C) Aptitude and skill levels are related constructs 
D) Salespeople's past experience does not influence skill level 
E) The skill set needed for technical sales is different from the skill set needed for automobile sales

Question 6

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?

Accepted Answer

A) She has high expectancy and low instrumentality 
B) She has high expectancy and low valence for rewards 
C) She has high valence for performance and low expectancy 
D) She has high valence for rewards and low instrumentality 
E) She has high valence for performance and high instrumentality

Question 7

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

Accepted Answer

A) Produces an unhappy situation because stress reduces productivity 
B) Can be eliminated by more training and closer supervision 
C) Is a healthy situation since low levels of stress lead to adaptation and change 
D) Prevents salespeople from taking on any innovative roles 
E) Is the normal state of affairs for everyday existence and businesses could not operate without it

Question 8

Which of the following statements about role accuracy is true?

Accepted Answer

A) General role accuracy arises when a salesperson does not perceive the general link among effort,performance and reward 
B) Linkage-specific role inaccuracy involves such considerations as to whether salespeople correctly think they can negotiate on price,promise shorter delivery times than normal and handle adjustments for customers 
C) There is a low probability for linkage role inaccuracy among salespeople because activities,dimensions and rewards are multidimensional 
D) General role inaccuracy can occur at almost any job dimension that also gives rise to role ambiguity and conflict 
E) A salesperson who does not see the link between increased trade promotions and increased selling opportunities is experiencing a general role inaccuracy

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