Question 1

Which of the following are examples of activity quotas?

Accepted Answer

A)  calls on new accounts 
B)  product demonstrations 
C)  number of calls per day 
D)  proposals submitted 
E)  all of the above 
A)  calls on new accounts 
B)  product demonstrations 
C)  number of calls per day 
D)  proposals submitted 
E)  all of the above

Question 2

No amount of motivation and incentives will produce a desired level of performance if the salesperson lacks the skills necessary for higher performance.

Accepted Answer

A) True 
 B)False

Question 3

According to goal theory, a quota system will work as long as management sets a specific, achievable, and difficult goal.

Accepted Answer

A) True 
 B)False

Question 4

Motivation refers not only to the willingness to take action, but also the intensity with which activities are performed.

Accepted Answer

A) True 
 B)False

Question 5

Profit-based quotas will be most likely used when:

Accepted Answer

A)  prices are set at headquarters and are non-negotiable. 
B)  selling a single product or product line. 
C)  salespeople having some pricing flexibility. 
D)  salespeople are restricted to selling within a defined geographic territory. 
E)  all of the above. 
A)  prices are set at headquarters and are non-negotiable. 
B)  selling a single product or product line. 
C)  salespeople having some pricing flexibility. 
D)  salespeople are restricted to selling within a defined geographic territory. 
E)  all of the above.

Question 6

A number of actions can be taken to motivate a sales force. If the sales manager allows salespeople to help plan sales quotas and the sequence of calls (a task normally completed by the sales manager), the manager is attempting to satisfy which sales force need:

Accepted Answer

A)  routine 
B)  accomplishment 
C)  control 
D)  status 
E)  honesty 
A)  routine 
B)  accomplishment 
C)  control 
D)  status 
E)  honesty

Question 7

Goal commitment refers to a person's ability to develop achievable goals.

Accepted Answer

A) True 
 B)False

Question 8

Quotas:

Accepted Answer

A)  are often used as a basis for compensation and performance evaluation. 
B)  are goals assigned for individual salespeople for a particular time period. 
C)  are equivalent to asking you to "do your best." 
D)  both a and b of the above. 
E)  all of the above. 
A)  are often used as a basis for compensation and performance evaluation. 
B)  are goals assigned for individual salespeople for a particular time period. 
C)  are equivalent to asking you to "do your best." 
D)  both a and b of the above. 
E)  all of the above.

Question 9

A generally accepted performance standard for incentive programs is to produce $4 for each $1 put into them.

Accepted Answer

A) True 
 B)False

Question 10

Quota levels should typically be:

Accepted Answer

A)  set at the sales forecast level. 
B)  set at the sales potential level. 
C)  set between the sales forecast and sales potential levels. 
D)  set below the sales potential levels. 
E)  based only on historical sales. 
A)  set at the sales forecast level. 
B)  set at the sales potential level. 
C)  set between the sales forecast and sales potential levels. 
D)  set below the sales potential levels. 
E)  based only on historical sales.

Question 11

_______________ based programs are most often used for motivating salespeople, directing salesperson effort and providing a performance standard:

Accepted Answer

A)  Quota 
B)  Salary 
C)  Recognition 
D)  Non-financial 
E)  Esteem 
A)  Quota 
B)  Salary 
C)  Recognition 
D)  Non-financial 
E)  Esteem

Question 12

As a part of Behavioral Self-Management, a salesperson should:

Accepted Answer

A)  observe and record their behavior. 
B)  modify consequences of behavior. 
C)  systematically practice a desired behavior. 
D)  all of the above. 
A)  observe and record their behavior. 
B)  modify consequences of behavior. 
C)  systematically practice a desired behavior. 
D)  all of the above.

Question 13

A problem that is likely to arise when having an incentive program at the same time each year is:

Accepted Answer

A)  burnout of the sales force. 
B)  exhausting the firms compensation budget. 
C)  money will eventually lose its ability to motivate. 
D)  salespeople may withhold orders just prior to the contest. 
A)  burnout of the sales force. 
B)  exhausting the firms compensation budget. 
C)  money will eventually lose its ability to motivate. 
D)  salespeople may withhold orders just prior to the contest.

Question 14

As the sales manager of WGASA Corporation, a major West Coast wholesaler, it's up to you to set quotas for each of WGASA's territories. The veteran sales force tends to work autonomously with minimal supervision or required paperwork on activities. Also, salespeople have no opportunity to set prices or margins. With this type of situation you are most likely to use:

Accepted Answer

A)  expense report quotas. 
B)  dollar volume quotas. 
C)  activity quotas. 
D)  all of the above. 
E)  none of the above. 
A)  expense report quotas. 
B)  dollar volume quotas. 
C)  activity quotas. 
D)  all of the above. 
E)  none of the above.

Question 15

Goal Theory involves each of the following elements except:

Accepted Answer

A)  feedback - informing salespeople of their past performance 
B)  goal commitment - personal acceptance of an objective 
C)  valences - the desirability of rewards given for achieving a specific goal 
D)  self-efficacy - how an individual feels about his/her capacity to perform 
E)  performance - how motivated an individual is to perform 
A)  feedback - informing salespeople of their past performance 
B)  goal commitment - personal acceptance of an objective 
C)  valences - the desirability of rewards given for achieving a specific goal 
D)  self-efficacy - how an individual feels about his/her capacity to perform 
E)  performance - how motivated an individual is to perform

Question 16

The most frequently used type of quota by sales organizations is:

Accepted Answer

A)  number of sales calls 
B)  total direct selling expense 
C)  net profits before taxes 
D)  sales volume 
E)  point-of-purchase display 
A)  number of sales calls 
B)  total direct selling expense 
C)  net profits before taxes 
D)  sales volume 
E)  point-of-purchase display

Question 17

A sales consultant preparing to discuss reasons why salespeople need extra motivation would not want to mention which of the following:

Accepted Answer

A)  the emotional ups and downs associated with selling. 
B)  the frequent encounters with strangers. 
C)  long hours on the road. 
D)  the difficult economic conditions negatively affecting purchase intentions. 
A)  the emotional ups and downs associated with selling. 
B)  the frequent encounters with strangers. 
C)  long hours on the road. 
D)  the difficult economic conditions negatively affecting purchase intentions.

Question 18

According to equity theory, people will evaluate their treatment in comparison of that of "relevant others".

Accepted Answer

A) True 
 B)False

Question 19

The psychological need for autonomy and competition is likely to be strongest for people in which career stage?

Accepted Answer

A)  establishment 
B)  disengagement 
C)  exploration 
D)  maintenance 
E)  needs do not apply to any individual career stage 
A)  establishment 
B)  disengagement 
C)  exploration 
D)  maintenance 
E)  needs do not apply to any individual career stage

Question 20

Unit volume quotas not only state sales objectives in terms of number of units of each product to be sold, but also eliminate the effects of inflation from the pay system.

Accepted Answer

A) True 
 B)False

Which of the following are examples of activity quotas?

No amount of motivation and incentives will produce a desired level of performance if the salesperson lacks the skills necessary for higher performance.

According to goal theory, a quota system will work as long as management sets a specific, achievable, and difficult goal.

Motivation refers not only to the willingness to take action, but also the intensity with which activities are performed.

Profit-based quotas will be most likely used when:

A number of actions can be taken to motivate a sales force. If the sales manager allows salespeople to help plan sales quotas and the sequence of calls (a task normally completed by the sales manager), the manager is attempting to satisfy which sales force need:

Goal commitment refers to a person's ability to develop achievable goals.

Quotas:

A generally accepted performance standard for incentive programs is to produce $4 for each $1 put into them.

Quota levels should typically be:

_______________ based programs are most often used for motivating salespeople, directing salesperson effort and providing a performance standard:

As a part of Behavioral Self-Management, a salesperson should:

A problem that is likely to arise when having an incentive program at the same time each year is:

Goal Theory involves each of the following elements except:

The most frequently used type of quota by sales organizations is:

A sales consultant preparing to discuss reasons why salespeople need extra motivation would not want to mention which of the following:

According to equity theory, people will evaluate their treatment in comparison of that of "relevant others".

The psychological need for autonomy and competition is likely to be strongest for people in which career stage?

Unit volume quotas not only state sales objectives in terms of number of units of each product to be sold, but also eliminate the effects of inflation from the pay system.

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

Leadership

Ethical Leadership

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 11: Motivating Salespeople

Which of the following are examples of activity quotas?

No amount of motivation and incentives will produce a desired level of performance if the salesperson lacks the skills necessary for higher performance.

According to goal theory, a quota system will work as long as management sets a specific, achievable, and difficult goal.

Motivation refers not only to the willingness to take action, but also the intensity with which activities are performed.

Profit-based quotas will be most likely used when:

A number of actions can be taken to motivate a sales force. If the sales manager allows salespeople to help plan sales quotas and the sequence of calls (a task normally completed by the sales manager), the manager is attempting to satisfy which sales force need:

Goal commitment refers to a person's ability to develop achievable goals.

Quotas:

A generally accepted performance standard for incentive programs is to produce $4 for each $1 put into them.

Quota levels should typically be:

_______________ based programs are most often used for motivating salespeople, directing salesperson effort and providing a performance standard:

As a part of Behavioral Self-Management, a salesperson should:

A problem that is likely to arise when having an incentive program at the same time each year is:

Goal Theory involves each of the following elements except:

The most frequently used type of quota by sales organizations is:

A sales consultant preparing to discuss reasons why salespeople need extra motivation would not want to mention which of the following:

According to equity theory, people will evaluate their treatment in comparison of that of "relevant others".

The psychological need for autonomy and competition is likely to be strongest for people in which career stage?

Unit volume quotas not only state sales objectives in terms of number of units of each product to be sold, but also eliminate the effects of inflation from the pay system.

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

Leadership

Ethical Leadership

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters