Question 1

Leadership style is the general orientation toward leadership activities.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is not a tip provided in the text for being a more effective communicator?

Accepted Answer

A)  Be an attentive listener. 
B)  Be consistent in your tone across your communications. 
C)  Take a helpful approach when communicating by asking the receiver how you can help him or her. 
D)  Be authentic in your communication 
E)  Only communicate with one individual at a time. 
A)  Be an attentive listener. 
B)  Be consistent in your tone across your communications. 
C)  Take a helpful approach when communicating by asking the receiver how you can help him or her. 
D)  Be authentic in your communication 
E)  Only communicate with one individual at a time.

Question 4

If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?

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

With the emergence of new communications technology, face-to-face meetings are a less important sales leadership activity.

Accepted Answer

A) True 
 B)False

Question 6

Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except

Accepted Answer

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

Question 7

Sales leadership involves activities that influence others to achieve common goals for the collective good of the sales organization and the company.

Accepted Answer

A) True 
 B)False

Question 8

____________ coaching focuses on understanding the customer, their business challenges and goals, your company's value proposition, the customer's buying center members and planned sales call objectives.

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 9

When a sales manager attempts to control the circumstances surrounding a salesperson in order to influence his/her behavior, the sales manager is practicing manipulation as an influence strategy.

Accepted Answer

A) True 
 B)False

Question 10

Researchers have tried to determine the personality characteristics an effective leader should have by using this method:

Accepted Answer

A)  behavior approach. 
B)  properties method. 
C)  contingency approach. 
D)  attribute theory. 
E)  trait approach. 
A)  behavior approach. 
B)  properties method. 
C)  contingency approach. 
D)  attribute theory. 
E)  trait approach.

Leadership style is the general orientation toward leadership activities.

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

Which of the following is not a tip provided in the text for being a more effective communicator?

If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?

With the emergence of new communications technology, face-to-face meetings are a less important sales leadership activity.

Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except

Sales leadership involves activities that influence others to achieve common goals for the collective good of the sales organization and the company.

____________ coaching focuses on understanding the customer, their business challenges and goals, your company's value proposition, the customer's buying center members and planned sales call objectives.

When a sales manager attempts to control the circumstances surrounding a salesperson in order to influence his/her behavior, the sales manager is practicing manipulation as an influence strategy.

Researchers have tried to determine the personality characteristics an effective leader should have by using this method:

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

Leadership style is the general orientation toward leadership activities.

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

Which of the following is not a tip provided in the text for being a more effective communicator?

If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?

With the emergence of new communications technology, face-to-face meetings are a less important sales leadership activity.

Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except

Sales leadership involves activities that influence others to achieve common goals for the collective good of the sales organization and the company.

____________ coaching focuses on understanding the customer, their business challenges and goals, your company's value proposition, the customer's buying center members and planned sales call objectives.

When a sales manager attempts to control the circumstances surrounding a salesperson in order to influence his/her behavior, the sales manager is practicing manipulation as an influence strategy.

Researchers have tried to determine the personality characteristics an effective leader should have by using this method:

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