Exam 9: Leadership

Because expenses are too high, you have decided that only orders above $50 in total will be accepted. You ask the salesperson if he felt there should be any exceptions to this rule. This is an example of which leadership style?

The best time for providing feedback to improve the selling skills of salespeople is just prior to and following a sales call.

Coaching generally consists of specialized seminars training the sales force on new selling skills and techniques.

When salespeople are rather immature but are enthusiastic towards a task, this leadership style is most effective:

Which of the following do sales managers feel is not a primary cause of plateauing among salespeople?

A common complaint about sales meetings is that salespeople spend most of their time listening rather than participating.

A "delegating" leadership style involves high supportive behavior and low directive behavior.

When a manager senses a salesperson is plateauing, s/he should look for ways to enrich the salesperson's current sales position.

Intuition refers to a leader's ability to bring about change in sharing a vision.

Which of the following will not help minimize the risk of a company losing a wrongful termination suit?

Salespeople with a good self understanding are more open to receiving feedback than other professionals.

Value congruence refers to the ability of a leader to equally distribute rewards among subordinates.

Any of the five power bases can lead to desired behavior by subordinates, but salespeople are generally more satisfied with a leader when he or she uses which types of power?

An important factor to consider when deciding on the type of feedback to give to a salesperson in the post-sales call phase of coaching is the salesperson's:

The leading cause of plateauing for women is:

Which of the following is not one of the suggested approaches to sexual harassment?

Leadership is the ability to influence and inspire actions of people to accomplish worthwhile goals.

As a first-line sales manager, which of the following activities best describes your attempts to enhance your self-understanding?

If you were a sales manager, which of the following would you consider to be a signal of plateauing among your salespeople?

As a new sales manager, you realize that certain skills are needed to be effective in the job. One of your daily "to-do's" is to keep abreast of where your market is headed and what the competition is doing. You also communicate your beliefs throughout the organization. This activity is an attempt to develop which leadership skill?