Question 1

Recent studies have shown that the best leaders develop certain skills during their careers. Which of the following is not one of these skills?

Accepted Answer

A)  empowerment 
B)  vision 
C)  self-understanding 
D)  analytical ability 
E)  value congruence 
A)  empowerment 
B)  vision 
C)  self-understanding 
D)  analytical ability 
E)  value congruence

Question 2

Each of the four leadership styles in the Situational Leadership Model results from a combination of high or low supportive and responsive behavior.

Accepted Answer

A) True 
 B)False

Question 3

An important step in dealing with sexual harassment is to have written procedures on how employees should deal with such behavior.

Accepted Answer

A) True 
 B)False

Question 4

Using a suggested closing technique because your sales manager was the top salesperson in the company, is an example of which kind of power?

Accepted Answer

A)  legitimate 
B)  reward 
C)  referent 
D)  expertise 
E)  coercive 
A)  legitimate 
B)  reward 
C)  referent 
D)  expertise 
E)  coercive

Question 5

Legitimate power is based on a manager's position in the organization.

Accepted Answer

A) True 
 B)False

Question 6

The most popular (common) topic at sales meetings is "salesforce feedback" rather than "sales training" or "motivational talks."

Accepted Answer

A) True 
 B)False

Question 7

Telling a salesperson where he or she went wrong provide both information and motivation to the salesperson.

Accepted Answer

A) True 
 B)False

Question 8

A salesperson complying with a sales manager's request because he likes the sales manager is an example of which kind of power?

Accepted Answer

A)  reward 
B)  competence 
C)  referent 
D)  legitimate 
E)  expertise 
A)  reward 
B)  competence 
C)  referent 
D)  legitimate 
E)  expertise

Question 9

Which of the following is considered the best feature about national sales meetings?

Accepted Answer

A)  they are a good place to resolve territory problems. 
B)  they are usually informal. 
C)  they are used to communicate product availability information. 
D)  they bring the entire sales force together and boost morale. 
E)  they are held frequently. 
A)  they are a good place to resolve territory problems. 
B)  they are usually informal. 
C)  they are used to communicate product availability information. 
D)  they bring the entire sales force together and boost morale. 
E)  they are held frequently.

Question 10

You are in the redesign phase of a change initiative. You have just finished learning how customers conduct business effectively. Based on the change initiative process discussed in the text, you now need to:

Accepted Answer

A)  Develop a sales strategy that defines how the company deploys its sales resources. 
B)  Redesign the tactics used in selling the different type of customer base. 
C)  Implement the changes immediately. 
D)  Both a and b above. 
E)  All of the above. 
A)  Develop a sales strategy that defines how the company deploys its sales resources. 
B)  Redesign the tactics used in selling the different type of customer base. 
C)  Implement the changes immediately. 
D)  Both a and b above. 
E)  All of the above.

Question 11

The most likely time for coaching to take place is:

Accepted Answer

A)  before year-end quotas are required. 
B)  during a training session. 
C)  during a sales call. 
D)  following a sales call. 
E)  during quarterly reviews. 
A)  before year-end quotas are required. 
B)  during a training session. 
C)  during a sales call. 
D)  following a sales call. 
E)  during quarterly reviews.

Question 12

"Before we go in to this account what is your objective for this call?" This question is primarily asked to observe a salesperson's development in which area?

Accepted Answer

A)  planning 
B)  attitude 
C)  knowledge 
D)  selling skills 
E)  probing skills 
A)  planning 
B)  attitude 
C)  knowledge 
D)  selling skills 
E)  probing skills

Question 13

Which of the following is not one of the suggested ways to avoid sexual harassment before it occurs?

Accepted Answer

A)  dressing appropriately 
B)  using independent transportation when attending social and business functions. 
C)  listening attentively to sob stories in a one-on-one situation while drinking massive quantities of alcohol. 
D)  drinking cautiously at business and social functions 
E)  conduct yourself professionally 
A)  dressing appropriately 
B)  using independent transportation when attending social and business functions. 
C)  listening attentively to sob stories in a one-on-one situation while drinking massive quantities of alcohol. 
D)  drinking cautiously at business and social functions 
E)  conduct yourself professionally

Question 14

Coercive power refers to an ability to convince a person to act in favor of your proposal.

Accepted Answer

A) True 
 B)False

Question 15

The transformational leadership style focuses the salesperson on:

Accepted Answer

A)  the fairness of his/her compensation plan. 
B)  their day-to-day activities. 
C)  the importance of the sales transaction to their future reward. 
D)  awareness and acceptance of organizational goals. company operations. 
A)  the fairness of his/her compensation plan. 
B)  their day-to-day activities. 
C)  the importance of the sales transaction to their future reward. 
D)  awareness and acceptance of organizational goals. company operations.

Question 16

Effective selling teams are typically comprised of highly skilled salespeople who can close the sales.

Accepted Answer

A) True 
 B)False

Question 17

A sales manager who states the following is using what type of power: "Joe, as a favor for me, could you take over the new territory?"

Accepted Answer

A)  legitimate 
B)  expertise 
C)  referent 
D)  coercive 
E)  reward 
A)  legitimate 
B)  expertise 
C)  referent 
D)  coercive 
E)  reward

Question 18

Centralized resort hotels are more popular as a site for sale meetings rather than company sites in order to save money.

Accepted Answer

A) True 
 B)False

Question 19

Too much reliance on _________ power could lead to a mercenary attitude among salespeople rather than a commitment to the overall vision of the organization.

Accepted Answer

A)  legitimate 
B)  reward 
C)  referent 
D)  coercive 
E)  expertise 
A)  legitimate 
B)  reward 
C)  referent 
D)  coercive 
E)  expertise

Question 20

A sales manager's power is not absolute, but based on the willingness of salespeople to grant the manager power.

Accepted Answer

A) True 
 B)False

Recent studies have shown that the best leaders develop certain skills during their careers. Which of the following is not one of these skills?

Each of the four leadership styles in the Situational Leadership Model results from a combination of high or low supportive and responsive behavior.

An important step in dealing with sexual harassment is to have written procedures on how employees should deal with such behavior.

Using a suggested closing technique because your sales manager was the top salesperson in the company, is an example of which kind of power?

Legitimate power is based on a manager's position in the organization.

The most popular (common) topic at sales meetings is "salesforce feedback" rather than "sales training" or "motivational talks."

Telling a salesperson where he or she went wrong provide both information and motivation to the salesperson.

A salesperson complying with a sales manager's request because he likes the sales manager is an example of which kind of power?

Which of the following is considered the best feature about national sales meetings?

You are in the redesign phase of a change initiative. You have just finished learning how customers conduct business effectively. Based on the change initiative process discussed in the text, you now need to:

The most likely time for coaching to take place is:

"Before we go in to this account what is your objective for this call?" This question is primarily asked to observe a salesperson's development in which area?

Which of the following is not one of the suggested ways to avoid sexual harassment before it occurs?

Coercive power refers to an ability to convince a person to act in favor of your proposal.

The transformational leadership style focuses the salesperson on:

Effective selling teams are typically comprised of highly skilled salespeople who can close the sales.

A sales manager who states the following is using what type of power: "Joe, as a favor for me, could you take over the new territory?"

Centralized resort hotels are more popular as a site for sale meetings rather than company sites in order to save money.

Too much reliance on _________ power could lead to a mercenary attitude among salespeople rather than a commitment to the overall vision of the organization.

A sales manager's power is not absolute, but based on the willingness of salespeople to grant the manager power.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 9: Leadership

Recent studies have shown that the best leaders develop certain skills during their careers. Which of the following is not one of these skills?

Each of the four leadership styles in the Situational Leadership Model results from a combination of high or low supportive and responsive behavior.

An important step in dealing with sexual harassment is to have written procedures on how employees should deal with such behavior.

Using a suggested closing technique because your sales manager was the top salesperson in the company, is an example of which kind of power?

Legitimate power is based on a manager's position in the organization.

The most popular (common) topic at sales meetings is "salesforce feedback" rather than "sales training" or "motivational talks."

Telling a salesperson where he or she went wrong provide both information and motivation to the salesperson.

A salesperson complying with a sales manager's request because he likes the sales manager is an example of which kind of power?

Which of the following is considered the best feature about national sales meetings?

You are in the redesign phase of a change initiative. You have just finished learning how customers conduct business effectively. Based on the change initiative process discussed in the text, you now need to:

The most likely time for coaching to take place is:

"Before we go in to this account what is your objective for this call?" This question is primarily asked to observe a salesperson's development in which area?

Which of the following is not one of the suggested ways to avoid sexual harassment before it occurs?

Coercive power refers to an ability to convince a person to act in favor of your proposal.

The transformational leadership style focuses the salesperson on:

Effective selling teams are typically comprised of highly skilled salespeople who can close the sales.

A sales manager who states the following is using what type of power: "Joe, as a favor for me, could you take over the new territory?"

Centralized resort hotels are more popular as a site for sale meetings rather than company sites in order to save money.

Too much reliance on _________ power could lead to a mercenary attitude among salespeople rather than a commitment to the overall vision of the organization.

A sales manager's power is not absolute, but based on the willingness of salespeople to grant the manager power.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters