Question 1

It is possible for the salesperson to have more power in a situation than does the sales manager.

Accepted Answer

A) True 
 B)False

Question 2

In coaching, the sales manager should ask questions to maximize the salesperson's active involvement in the coaching process.

Accepted Answer

A) True 
 B)False

Question 3

By practicing ethical leadership, sales managers can positively influence salespeople's customer orientation.

Accepted Answer

A) True 
 B)False

Question 4

This approach to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate:

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 5

All of the following are suggestions for coaching except

Accepted Answer

A)  Take a "we" approach instead of a "you" approach. 
B)  Provide salespeople with "how to" advice. 
C)  Ask questions to maximize the salesperson's active involvement in the coaching process. 
D)  Whenever possible, replace formal training with coaching. 
E)  Recognize differences in salespeople and coach accordingly. 
A)  Take a "we" approach instead of a "you" approach. 
B)  Provide salespeople with "how to" advice. 
C)  Ask questions to maximize the salesperson's active involvement in the coaching process. 
D)  Whenever possible, replace formal training with coaching. 
E)  Recognize differences in salespeople and coach accordingly.

Question 6

The concept of repetition suggests that

Accepted Answer

A)  as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he/she has learned. 
B)  by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his/her performance can result in improved future performance. 
C)  if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he/she will be more effective. 
D)  learning is facilitated when the salesperson is asked to apply a coaching suggestion soon after receiving it. 
E)  sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given. 
A)  as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he/she has learned. 
B)  by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his/her performance can result in improved future performance. 
C)  if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he/she will be more effective. 
D)  learning is facilitated when the salesperson is asked to apply a coaching suggestion soon after receiving it. 
E)  sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.

Question 7

Actions based on the use of reward power are likely to create strife in the salesforce and may encourage turnover among high-performing salespeople.

Accepted Answer

A) True 
 B)False

Question 8

A positive LMX relationship between sales manager and salespeople can

Accepted Answer

A)  influence salespeople's commitment to providing superior customer value. 
B)  increase their workgroup socialization. 
C)  decrease salespeople's ethical ambiguity. 
D)  diminish salespeople's intent to behave unethically. 
E)  do all of the above. 
A)  influence salespeople's commitment to providing superior customer value. 
B)  increase their workgroup socialization. 
C)  decrease salespeople's ethical ambiguity. 
D)  diminish salespeople's intent to behave unethically. 
E)  do all of the above.

Question 9

Sales managers can help develop their power base by listening to their sales team's wants, needs and dreams.

Accepted Answer

A) True 
 B)False

Question 10

The principle of recency suggests that

Accepted Answer

A)  as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he/she has learned. 
B)  by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his/her performance can result in improved future performance. 
C)  if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he/she will be more effective. 
D)  learning is facilitated when the salesperson is asked to apply a coaching suggestion soon after receiving it. 
E)  sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given. 
A)  as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he/she has learned. 
B)  by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his/her performance can result in improved future performance. 
C)  if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he/she will be more effective. 
D)  learning is facilitated when the salesperson is asked to apply a coaching suggestion soon after receiving it. 
E)  sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.

Question 11

The __________ model proposes that sales managers interact uniquely with individual salespeople rather than employing a specific leadership style for different situations.

Accepted Answer

A)  leader-member exchange 
B)  transformational leadership 
C)  behavioral self-management 
D)  theory X 
E)  trait 
A)  leader-member exchange 
B)  transformational leadership 
C)  behavioral self-management 
D)  theory X 
E)  trait

Question 12

"If you do not call on your accounts at least once a week, you will lose your job," is an example of which influence strategy?

Accepted Answer

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

Question 13

Reward power is based on the attractiveness of one party to another.

Accepted Answer

A) True 
 B)False

Question 14

Sales leadership refers to working with subordinates on a day-to-day basis.

Accepted Answer

A) True 
 B)False

Question 15

The leader-member exchange model involves self-imposed planning, behavior, evaluation, rewards, and punishment.

Accepted Answer

A) True 
 B)False

Question 16

The ultimate success of sales meetings depends on the planning and execution of activities such as

Accepted Answer

A)  communicating with all parties before the meeting. 
B)  checking site arrangements. 
C)  preparing materials for the meeting. 
D)  arranging for audiovisual support. 
E)  all of the above. 
A)  communicating with all parties before the meeting. 
B)  checking site arrangements. 
C)  preparing materials for the meeting. 
D)  arranging for audiovisual support. 
E)  all of the above.

Question 17

Both front-line sales managers and salespeople believe that coaching is important.

Accepted Answer

A) True 
 B)False

Question 18

Sales managers can help develop their power base by using one-on-one meetings to motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 19

Differences in perceptions regarding the nature and balance of power are frequently at the root of sales managers' problems.

Accepted Answer

A) True 
 B)False

Question 20

To be effective in influencing others, persuasive messages must be rational and reasonable.

Accepted Answer

A) True 
 B)False

It is possible for the salesperson to have more power in a situation than does the sales manager.

In coaching, the sales manager should ask questions to maximize the salesperson's active involvement in the coaching process.

By practicing ethical leadership, sales managers can positively influence salespeople's customer orientation.

This approach to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate:

All of the following are suggestions for coaching except

The concept of repetition suggests that

Actions based on the use of reward power are likely to create strife in the salesforce and may encourage turnover among high-performing salespeople.

A positive LMX relationship between sales manager and salespeople can

Sales managers can help develop their power base by listening to their sales team's wants, needs and dreams.

The principle of recency suggests that

The __________ model proposes that sales managers interact uniquely with individual salespeople rather than employing a specific leadership style for different situations.

"If you do not call on your accounts at least once a week, you will lose your job," is an example of which influence strategy?

Reward power is based on the attractiveness of one party to another.

Sales leadership refers to working with subordinates on a day-to-day basis.

The leader-member exchange model involves self-imposed planning, behavior, evaluation, rewards, and punishment.

The ultimate success of sales meetings depends on the planning and execution of activities such as

Both front-line sales managers and salespeople believe that coaching is important.

Sales managers can help develop their power base by using one-on-one meetings to motivate salespeople.

Differences in perceptions regarding the nature and balance of power are frequently at the root of sales managers' problems.

To be effective in influencing others, persuasive messages must be rational and reasonable.

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

It is possible for the salesperson to have more power in a situation than does the sales manager.

In coaching, the sales manager should ask questions to maximize the salesperson's active involvement in the coaching process.

By practicing ethical leadership, sales managers can positively influence salespeople's customer orientation.

This approach to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate:

All of the following are suggestions for coaching except

The concept of repetition suggests that

Actions based on the use of reward power are likely to create strife in the salesforce and may encourage turnover among high-performing salespeople.

A positive LMX relationship between sales manager and salespeople can

Sales managers can help develop their power base by listening to their sales team's wants, needs and dreams.

The principle of recency suggests that

The __________ model proposes that sales managers interact uniquely with individual salespeople rather than employing a specific leadership style for different situations.

"If you do not call on your accounts at least once a week, you will lose your job," is an example of which influence strategy?

Reward power is based on the attractiveness of one party to another.

Sales leadership refers to working with subordinates on a day-to-day basis.

The leader-member exchange model involves self-imposed planning, behavior, evaluation, rewards, and punishment.

The ultimate success of sales meetings depends on the planning and execution of activities such as

Both front-line sales managers and salespeople believe that coaching is important.

Sales managers can help develop their power base by using one-on-one meetings to motivate salespeople.

Differences in perceptions regarding the nature and balance of power are frequently at the root of sales managers' problems.

To be effective in influencing others, persuasive messages must be rational and reasonable.

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