Question 1

One suggestion for coaching is to address only one or two problems at a time.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is not one of the coaching suggestions mentioned in our textbook?

Accepted Answer

A)  Take a "we" approach instead of a "you" approach. 
B)  Address only one or two problems at a time. 
C)  Provide how-to advice. 
D)  Use coaching in place of formal training. 
E)  Recognize differences in salespeople and coach accordingly. 
A)  Take a "we" approach instead of a "you" approach. 
B)  Address only one or two problems at a time. 
C)  Provide how-to advice. 
D)  Use coaching in place of formal training. 
E)  Recognize differences in salespeople and coach accordingly.

Question 3

A transformational leadership style is characterized as a contingent reward or contingent punishment orientation.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following statements regarding a sales manager's use of coaching is false?

Accepted Answer

A)  Coaching can occur during short meetings of the entire sales team. 
B)  Coaching sessions may take place in the office or during the sales manager's field visits with salespeople. 
C)  The essence of coaching is providing guidance and feedback as soon as possible after an appropriate event. 
D)  The boundary role demands of sales jobs makes coaching the salesforce a significant management activity. 
E)  Coaching is most effective during scheduled team meetings with salespeople. 
A)  Coaching can occur during short meetings of the entire sales team. 
B)  Coaching sessions may take place in the office or during the sales manager's field visits with salespeople. 
C)  The essence of coaching is providing guidance and feedback as soon as possible after an appropriate event. 
D)  The boundary role demands of sales jobs makes coaching the salesforce a significant management activity. 
E)  Coaching is most effective during scheduled team meetings with salespeople.

Question 5

When a sales manager perceives that the salesperson has more sales knowledge and experience than he/she does, there is a strong tendency to rely on referent and expert power to gain control of the situation.

Accepted Answer

A) True 
 B)False

Question 6

Senior sales leadership and salespeople are normally not as involved with supervision as field sales managers.

Accepted Answer

A) True 
 B)False

Question 7

This approach to leadership seeks to catalog behaviors associated with effective leadership:

Accepted Answer

A)  behavior approach. 
B)  attribute theory. 
C)  contingency approach. 
D)  state of nature approach. 
E)  trait approach. 
A)  behavior approach. 
B)  attribute theory. 
C)  contingency approach. 
D)  state of nature approach. 
E)  trait approach.

Question 8

Ethical leaders develop employee trust.

Accepted Answer

A) True 
 B)False

Question 9

By holding coaching sessions after each sales call, sales managers are using repetition.

Accepted Answer

A) True 
 B)False

Question 10

A __________________ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.

Accepted Answer

A)  transactional leadership style 
B)  transformational leadership style 
C)  leader-member exchange leadership style 
D)  supervisory leadership style 
A)  transactional leadership style 
B)  transformational leadership style 
C)  leader-member exchange leadership style 
D)  supervisory leadership style

Question 11

Self-evaluation helps develop salespeople into critical thinkers regarding their work habits and performance.

Accepted Answer

A) True 
 B)False

Question 12

An organization whose motives are well-intentioned but selfish, in the sense that the impact on others is not considered, has immoral management.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements regarding sales leadership is false?

Accepted Answer

A)  Typical senior sales leadership titles are chief sales executive, national sales manager or regional sales manager. 
B)  Senior sales leadership influences the entire sales organization or a large subunit. 
C)  Sales leadership is the day-to-day control of the salesforce under routine operating conditions. 
D)  Sales leadership involves activities that influence others to achieve common goals for the collective good of the sales organization and the company. 
E)  For field sales managers, leadership involves influencing assigned salespeople by creating a climate that inspires salespeople. 
A)  Typical senior sales leadership titles are chief sales executive, national sales manager or regional sales manager. 
B)  Senior sales leadership influences the entire sales organization or a large subunit. 
C)  Sales leadership is the day-to-day control of the salesforce under routine operating conditions. 
D)  Sales leadership involves activities that influence others to achieve common goals for the collective good of the sales organization and the company. 
E)  For field sales managers, leadership involves influencing assigned salespeople by creating a climate that inspires salespeople.

Question 14

When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he/she is using this coaching technique:

Accepted Answer

A)  outcome feedback. 
B)  repetition. 
C)  cognitive feedback. 
D)  sharing information. 
E)  referent power. 
A)  outcome feedback. 
B)  repetition. 
C)  cognitive feedback. 
D)  sharing information. 
E)  referent power.

Question 15

When other salespeople believe that a sales manager has valuable knowledge or skills in a given area, the sales manager is able to use

Accepted Answer

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

Question 16

In the coaching role, sales managers concentrate on establishing their power base and opening communications with each salesperson.

Accepted Answer

A) True 
 B)False

Question 17

Transactional leadership can be used to reduce the role stress of highly self-efficacious salespeople operating in demanding markets with complex customers.

Accepted Answer

A) True 
 B)False

Question 18

Sales managers primarily use control over others to achieve sales objectives.

Accepted Answer

A) True 
 B)False

Question 19

This type of influence strategy is the only one that does not involve direct communication with the target of influence:

Accepted Answer

A)  threats. 
B)  persuasion. 
C)  manipulation. 
D)  domination. 
E)  relationships. 
A)  threats. 
B)  persuasion. 
C)  manipulation. 
D)  domination. 
E)  relationships.

Question 20

__________ is associated with the right to be a leader, usually as a result of designated organizational roles.

Accepted Answer

A)  Expert power 
B)  Referent power 
C)  Legitimate power 
D)  Reward power 
E)  Coercive power 
A)  Expert power 
B)  Referent power 
C)  Legitimate power 
D)  Reward power 
E)  Coercive power

One suggestion for coaching is to address only one or two problems at a time.

Which of the following is not one of the coaching suggestions mentioned in our textbook?

A transformational leadership style is characterized as a contingent reward or contingent punishment orientation.

Which of the following statements regarding a sales manager's use of coaching is false?

When a sales manager perceives that the salesperson has more sales knowledge and experience than he/she does, there is a strong tendency to rely on referent and expert power to gain control of the situation.

Senior sales leadership and salespeople are normally not as involved with supervision as field sales managers.

This approach to leadership seeks to catalog behaviors associated with effective leadership:

Ethical leaders develop employee trust.

By holding coaching sessions after each sales call, sales managers are using repetition.

A __________________ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.

Self-evaluation helps develop salespeople into critical thinkers regarding their work habits and performance.

An organization whose motives are well-intentioned but selfish, in the sense that the impact on others is not considered, has immoral management.

Which of the following statements regarding sales leadership is false?

When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he/she is using this coaching technique:

When other salespeople believe that a sales manager has valuable knowledge or skills in a given area, the sales manager is able to use

In the coaching role, sales managers concentrate on establishing their power base and opening communications with each salesperson.

Transactional leadership can be used to reduce the role stress of highly self-efficacious salespeople operating in demanding markets with complex customers.

Sales managers primarily use control over others to achieve sales objectives.

This type of influence strategy is the only one that does not involve direct communication with the target of influence:

__________ is associated with the right to be a leader, usually as a result of designated organizational roles.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 6: Sales Leadership, Management, and Supervision

One suggestion for coaching is to address only one or two problems at a time.

Which of the following is not one of the coaching suggestions mentioned in our textbook?

A transformational leadership style is characterized as a contingent reward or contingent punishment orientation.

Which of the following statements regarding a sales manager's use of coaching is false?

When a sales manager perceives that the salesperson has more sales knowledge and experience than he/she does, there is a strong tendency to rely on referent and expert power to gain control of the situation.

Senior sales leadership and salespeople are normally not as involved with supervision as field sales managers.

This approach to leadership seeks to catalog behaviors associated with effective leadership:

Ethical leaders develop employee trust.

By holding coaching sessions after each sales call, sales managers are using repetition.

A __________________ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.

Self-evaluation helps develop salespeople into critical thinkers regarding their work habits and performance.

An organization whose motives are well-intentioned but selfish, in the sense that the impact on others is not considered, has immoral management.

Which of the following statements regarding sales leadership is false?

When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he/she is using this coaching technique:

When other salespeople believe that a sales manager has valuable knowledge or skills in a given area, the sales manager is able to use

In the coaching role, sales managers concentrate on establishing their power base and opening communications with each salesperson.

Transactional leadership can be used to reduce the role stress of highly self-efficacious salespeople operating in demanding markets with complex customers.

Sales managers primarily use control over others to achieve sales objectives.

This type of influence strategy is the only one that does not involve direct communication with the target of influence:

__________ is associated with the right to be a leader, usually as a result of designated organizational roles.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters