Question 1

The expert and referent power bases are extremely critical in the use of this type of 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 2

A country's cultural values can impact the effectiveness of different leadership styles.

Accepted Answer

A) True 
 B)False

Question 3

____________ coaching focuses on identifying appropriate industries, verticals and customer segments, identifying important buyer roles within these, and planning how to improve and evaluate presence in these industries, verticals and segments.

Accepted Answer

A)  Lead and opportunity 
B)  Funnel or pipeline 
C)  Skills and behaviors 
D)  Account 
E)  Territory 
A)  Lead and opportunity 
B)  Funnel or pipeline 
C)  Skills and behaviors 
D)  Account 
E)  Territory

Question 4

__________ is based on the belief that one party can remove rewards and provide punishment to affect behavior.

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 5

When conducting sales meetings, sales managers should do all of the following except

Accepted Answer

A)  interject some humor. 
B)  ask questions specifically related to the task at hand. 
C)  always answer all questions directly. 
D)  encourage questions. 
E)  ignore off-target remarks. 
A)  interject some humor. 
B)  ask questions specifically related to the task at hand. 
C)  always answer all questions directly. 
D)  encourage questions. 
E)  ignore off-target remarks.

Question 6

As an influence strategy, persuasion is preferred to threats and promises because it takes less time and skill to use.

Accepted Answer

A) True 
 B)False

Question 7

As an influence strategy, manipulation specifies a desired behavior and explicitly indicates that punishment will follow if the behavior is not achieved.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not a suggestion offered to sales managers for developing their power bases?

Accepted Answer

A)  Learn what invigorates other people and adapt how you work with them to influence that energy. 
B)  Develop strong relationships with important people in your organization. 
C)  Demonstrate empathy towards others. 
D)  Exhibit energy and enthusiasm. 
E)  Become friends with powerful people. 
A)  Learn what invigorates other people and adapt how you work with them to influence that energy. 
B)  Develop strong relationships with important people in your organization. 
C)  Demonstrate empathy towards others. 
D)  Exhibit energy and enthusiasm. 
E)  Become friends with powerful people.

Question 9

Researchers have suggested that the use of outcome feedback can be helpful to salespeople and that cognitive feedback can be dysfunctional in the complex dynamic environments faced by many salespeople.

Accepted Answer

A) True 
 B)False

Question 10

All communication with the salesforce must be carefully planned to ensure accuracy and clarity.

Accepted Answer

A) True 
 B)False

Question 11

Immoral management disregards the morality or ethical implications of management decisions and behavior.

Accepted Answer

A) True 
 B)False

Question 12

With this type of influence strategy, circumstances are controlled to influence behavior.

Accepted Answer

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

Question 13

An immoral manager would most likely follow this orientation in meeting his/her organizational goals:

Accepted Answer

A)  profitability within the confines of legal obedience and ethical standards. 
B)  profitability is not important, since the firm's purpose is to serve the public's needs. 
C)  profitability only, with no other goals considered. 
D)  profitability within the letter of the law. 
E)  profitability and organizational success at any price. 
A)  profitability within the confines of legal obedience and ethical standards. 
B)  profitability is not important, since the firm's purpose is to serve the public's needs. 
C)  profitability only, with no other goals considered. 
D)  profitability within the letter of the law. 
E)  profitability and organizational success at any price.

Question 14

More frequent and formal communication between sales manager and salespeople is likely to result in greater salesperson performance and job satisfaction.

Accepted Answer

A) True 
 B)False

Question 15

These types of power bases have been found to be positively related to salespeople's satisfaction with their sales manager:

Accepted Answer

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

Question 16

Sales leaders can have little influence on salespeople's ethical behavior.

Accepted Answer

A) True 
 B)False

Question 17

Both the sales manager and salesperson are responsible for the sales leadership activities required to develop an effective relationship.

Accepted Answer

A) True 
 B)False

Question 18

Reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship.

Accepted Answer

A) True 
 B)False

Question 19

Field sales managers address the broader aspects of the sales management process, while senior sales leaders are more involved in implementing the process with their assigned salespeople.

Accepted Answer

A) True 
 B)False

Question 20

The firm's sales organization culture and company policies and procedures are situational contingency factors influencing sales leadership.

Accepted Answer

A) True 
 B)False

The expert and referent power bases are extremely critical in the use of this type of influence strategy:

A country's cultural values can impact the effectiveness of different leadership styles.

____________ coaching focuses on identifying appropriate industries, verticals and customer segments, identifying important buyer roles within these, and planning how to improve and evaluate presence in these industries, verticals and segments.

__________ is based on the belief that one party can remove rewards and provide punishment to affect behavior.

When conducting sales meetings, sales managers should do all of the following except

As an influence strategy, persuasion is preferred to threats and promises because it takes less time and skill to use.

As an influence strategy, manipulation specifies a desired behavior and explicitly indicates that punishment will follow if the behavior is not achieved.

Which of the following is not a suggestion offered to sales managers for developing their power bases?

Researchers have suggested that the use of outcome feedback can be helpful to salespeople and that cognitive feedback can be dysfunctional in the complex dynamic environments faced by many salespeople.

All communication with the salesforce must be carefully planned to ensure accuracy and clarity.

Immoral management disregards the morality or ethical implications of management decisions and behavior.

With this type of influence strategy, circumstances are controlled to influence behavior.

An immoral manager would most likely follow this orientation in meeting his/her organizational goals:

More frequent and formal communication between sales manager and salespeople is likely to result in greater salesperson performance and job satisfaction.

These types of power bases have been found to be positively related to salespeople's satisfaction with their sales manager:

Sales leaders can have little influence on salespeople's ethical behavior.

Both the sales manager and salesperson are responsible for the sales leadership activities required to develop an effective relationship.

Reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship.

Field sales managers address the broader aspects of the sales management process, while senior sales leaders are more involved in implementing the process with their assigned salespeople.

The firm's sales organization culture and company policies and procedures are situational contingency factors influencing sales leadership.

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

The expert and referent power bases are extremely critical in the use of this type of influence strategy:

A country's cultural values can impact the effectiveness of different leadership styles.

____________ coaching focuses on identifying appropriate industries, verticals and customer segments, identifying important buyer roles within these, and planning how to improve and evaluate presence in these industries, verticals and segments.

__________ is based on the belief that one party can remove rewards and provide punishment to affect behavior.

When conducting sales meetings, sales managers should do all of the following except

As an influence strategy, persuasion is preferred to threats and promises because it takes less time and skill to use.

As an influence strategy, manipulation specifies a desired behavior and explicitly indicates that punishment will follow if the behavior is not achieved.

Which of the following is not a suggestion offered to sales managers for developing their power bases?

Researchers have suggested that the use of outcome feedback can be helpful to salespeople and that cognitive feedback can be dysfunctional in the complex dynamic environments faced by many salespeople.

All communication with the salesforce must be carefully planned to ensure accuracy and clarity.

Immoral management disregards the morality or ethical implications of management decisions and behavior.

With this type of influence strategy, circumstances are controlled to influence behavior.

An immoral manager would most likely follow this orientation in meeting his/her organizational goals:

More frequent and formal communication between sales manager and salespeople is likely to result in greater salesperson performance and job satisfaction.

These types of power bases have been found to be positively related to salespeople's satisfaction with their sales manager:

Sales leaders can have little influence on salespeople's ethical behavior.

Both the sales manager and salesperson are responsible for the sales leadership activities required to develop an effective relationship.

Reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship.

Field sales managers address the broader aspects of the sales management process, while senior sales leaders are more involved in implementing the process with their assigned salespeople.

The firm's sales organization culture and company policies and procedures are situational contingency factors influencing sales leadership.

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