Exam 11: Motivating Salespeople

Expectancy theory deals with the relationship among these three elements:

Buying Power Index measures the buying power of the world.

Honor awards appeal to the highest of Maslow's needs, self-actualization, and often produces a standard of performance that salespeople will work to maintain for years.

As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completed self-motivated - you don't need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive?

According to research by the Gallup Management Consulting Group, high performing salespeople are likely to exhibit which of the following personality types?

Which is the correct order of the four career stages a person in the sales profession will experience?

In the expectancy motivation model, valence refers to:

Quotas are always a good way to motivate sales teams to work together.

A good rule of thumb is to set the qualifications and rewards at a level that will motivate the middle sixty percent of the sales force.

Although recognition awards can be an inexpensive way to motivate salespeople, they are rarely used alone.

Every salesperson knows how to handle rejection.

All of the following are reasons for using quotas except:

Activity quotas set targets on specific profits generated.

While quotas are useful for average and below average performing salespeople, high performers do not want or need specific and challenging goals.

You would like to use activity quotas, but one of the serious disadvantages of activity quotas that keeps you from using this type of quota is:

As a sales manager, you realize that your new sales goals must be accepted by the sales force to be effective in increasing performance. For salespeople to accept the goals as their own, you need to play a greater role than simply setting the new goals. Which of the following should you NOT do to get the sales force to accept these goals:

According to the text, which of the following is the most effective way to build enthusiasm to kick off a sales contest is to:

Providing frequent feedback is recommended for goal setting to be effective.

Herzberg's Motivation Theory referred to the desire for unfulfilled needs as:

Motivation is an individual's willingness to exert effort to achieve the organization's goals while satisfying individual needs. Inherent in this definition are three components: