Question 1

Behavioral Self-Management (BSM) is a process where:

Accepted Answer

A)  a salesperson implements his or her own performance objectives. 
B)  a sales manager sets an individual salesperson's objectives. 
C)  the need for a sales manager is eliminated. 
D)  the person focuses on behaviors, not outcomes. 
A)  a salesperson implements his or her own performance objectives. 
B)  a sales manager sets an individual salesperson's objectives. 
C)  the need for a sales manager is eliminated. 
D)  the person focuses on behaviors, not outcomes.

Question 2

An example of applying Behavioral Self-Management (BSM) to increase the number of sales calls made each week is:

Accepted Answer

A)  using daily tally sheets to record success and failures. 
B)  setting cold calling goals for each of your salespeople. 
C)  making mental notes of previous actions. 
D)  sales management evaluation of performance. 
A)  using daily tally sheets to record success and failures. 
B)  setting cold calling goals for each of your salespeople. 
C)  making mental notes of previous actions. 
D)  sales management evaluation of performance.

Question 3

_______________ are more optimistic goals used to stimulate the sales force, whereas _______________ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives.

Accepted Answer

A)  Sales forecasts, quotas 
B)  Quotas, sales forecasts 
C)  Quotas, sales potentials 
D)  Sales potentials, quotas 
A)  Sales forecasts, quotas 
B)  Quotas, sales forecasts 
C)  Quotas, sales potentials 
D)  Sales potentials, quotas

Question 4

In sales management the concern is that salespeople are (or can be) sufficiently motivated to reach the sales objectives of the firm. Which of the following is (are) reasons why salespeople need stimulation?

Accepted Answer

A)  Field salespeople are continually going from the exhilaration of making a sale to the depression associated with being turned down. 
B)  Salespeople tend to spend long hours on the road away from direct supervision and support. 
C)  To maintain a salesperson's high level of enthusiasm and conviction that a product or service is best for the customer. 
D)  all of the above. 
E)  none of the above. 
A)  Field salespeople are continually going from the exhilaration of making a sale to the depression associated with being turned down. 
B)  Salespeople tend to spend long hours on the road away from direct supervision and support. 
C)  To maintain a salesperson's high level of enthusiasm and conviction that a product or service is best for the customer. 
D)  all of the above. 
E)  none of the above.

Question 5

Getting a salesperson to prospect for new business, call on those potential customers that fit your marketing strategy, and provide the drive to maintain a regular prospecting schedule describes which characteristic of effort?

Accepted Answer

A)  The drive to initiate action on a task. 
B)  The quality of effort on a task. 
C)  The persistence to expend effort over a period of time. 
D)  All of the above are characteristics of effort 
E)  None of the above is a characteristic of effort because a person's effort level ultimately cannot be affected by outside factors. 
A)  The drive to initiate action on a task. 
B)  The quality of effort on a task. 
C)  The persistence to expend effort over a period of time. 
D)  All of the above are characteristics of effort 
E)  None of the above is a characteristic of effort because a person's effort level ultimately cannot be affected by outside factors.

Question 6

Studies indicate that sales performance is usually highest during the maintenance career stage.

Accepted Answer

A) True 
 B)False

Question 7

Ability, level of motivation, and opportunity are all important determinants of performance. However, deficiencies in one factor may be offset by the others.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople often require extra motivation because of the environment in which they operate.

Accepted Answer

A) True 
 B)False

Question 9

Helping to motivate salespeople requires only an in depth understanding of their needs.

Accepted Answer

A) True 
 B)False

Question 10

As a sales manager, it may well be up to you to select the prizes for a sales contest. Which of the following is(are) TRUE about prizes?

Accepted Answer

A)  You should set up the contest so that most of the sales force (more than 50%) will be motivated to win something. 
B)  Merchandise is the most frequently given award because tangible items can be displayed to the sales force, featured in promotional material, and purchased at wholesale prices. 
C)  The incentive sales meeting, in an exotic location, is decreasing in popularity. This is largely due to increased cost and the fact that the very people who need exposure to such meetings often fail to qualify for the award. 
D)  All of the above. 
E)  None of the above. 
A)  You should set up the contest so that most of the sales force (more than 50%) will be motivated to win something. 
B)  Merchandise is the most frequently given award because tangible items can be displayed to the sales force, featured in promotional material, and purchased at wholesale prices. 
C)  The incentive sales meeting, in an exotic location, is decreasing in popularity. This is largely due to increased cost and the fact that the very people who need exposure to such meetings often fail to qualify for the award. 
D)  All of the above. 
E)  None of the above.

Question 11

During the establishment stage, salespeople focus on getting ahead in their current occupation.

Accepted Answer

A) True 
 B)False

Question 12

As a sales manager responsible for setting quotas, which of the following would you least likely to use as a benchmark when establishing individual sales volume quotas?

Accepted Answer

A)  past sales 
B)  new product development 
C)  territory reorganization 
D)  forecasted company sales 
E)  forecasted competitive actions 
A)  past sales 
B)  new product development 
C)  territory reorganization 
D)  forecasted company sales 
E)  forecasted competitive actions

Question 13

There are three characteristics of efforts put forth by people as described by sales managers. Which of the following is not one of these characteristics?

Accepted Answer

A)  a drive to initiate action on a task 
B)  a constant expression of a positive attitude 
C)  a high quality of effort on a task 
D)  a persistence in giving the effort needed to complete objective 
E)  all of the above 
A)  a drive to initiate action on a task 
B)  a constant expression of a positive attitude 
C)  a high quality of effort on a task 
D)  a persistence in giving the effort needed to complete objective 
E)  all of the above

Question 14

While establishing quota levels is not an exact science, a sales manager's objective in setting quotas should include all of the following except:

Accepted Answer

A)  providing a challenging goal. 
B)  allowing only high achievers the opportunity to accomplish quota goals. 
C)  ensuring that quotas are realistic and attainable. 
D)  having significant rewards for those who obtain their quota. 
A)  providing a challenging goal. 
B)  allowing only high achievers the opportunity to accomplish quota goals. 
C)  ensuring that quotas are realistic and attainable. 
D)  having significant rewards for those who obtain their quota.

Question 15

Which is true of recognition programs?

Accepted Answer

A)  they focus on effort characteristics 
B)  they focus on overall performance 
C)  they have lasting value 
D)  all of the above 
E)  none of the above 
A)  they focus on effort characteristics 
B)  they focus on overall performance 
C)  they have lasting value 
D)  all of the above 
E)  none of the above

Question 16

Typical "non-selling activities" quotas encompassing individual sales duties include all except:

Accepted Answer

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

Question 17

The performance-reward relationship is the belief that a higher level of performance will lead to greater personal rewards. This is also referred to as:

Accepted Answer

A)  instrumentality. 
B)  restitution. 
C)  the theory of profitability. 
D)  compensational work ethic. 
E)  none of above are correct. 
A)  instrumentality. 
B)  restitution. 
C)  the theory of profitability. 
D)  compensational work ethic. 
E)  none of above are correct.

Question 18

Which type of incentive award is used the most because it has the greatest perceived effectiveness?

Accepted Answer

A)  cash 
B)  merchandise 
C)  trips 
D)  promotion 
E)  fringe benefits 
A)  cash 
B)  merchandise 
C)  trips 
D)  promotion 
E)  fringe benefits

Question 19

According to expectancy theory of motivation, instrumentality is the likelihood that:

Accepted Answer

A)  greater performance will lead to more rewards. 
B)  I have the motivation to make this sale. 
C)  greater effort will lead to greater performance. 
D)  my performance be rewarded with something that I value. 
E)  given my current level of effort and performance, I will be rewarded. 
A)  greater performance will lead to more rewards. 
B)  I have the motivation to make this sale. 
C)  greater effort will lead to greater performance. 
D)  my performance be rewarded with something that I value. 
E)  given my current level of effort and performance, I will be rewarded.

Question 20

According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness and social needs."

Accepted Answer

A) True 
 B)False

Behavioral Self-Management (BSM) is a process where:

An example of applying Behavioral Self-Management (BSM) to increase the number of sales calls made each week is:

_ are more optimistic goals used to stimulate the sales force, whereas _ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives.

In sales management the concern is that salespeople are (or can be) sufficiently motivated to reach the sales objectives of the firm. Which of the following is (are) reasons why salespeople need stimulation?

Getting a salesperson to prospect for new business, call on those potential customers that fit your marketing strategy, and provide the drive to maintain a regular prospecting schedule describes which characteristic of effort?

Studies indicate that sales performance is usually highest during the maintenance career stage.

Ability, level of motivation, and opportunity are all important determinants of performance. However, deficiencies in one factor may be offset by the others.

Salespeople often require extra motivation because of the environment in which they operate.

Helping to motivate salespeople requires only an in depth understanding of their needs.

As a sales manager, it may well be up to you to select the prizes for a sales contest. Which of the following is(are) TRUE about prizes?

During the establishment stage, salespeople focus on getting ahead in their current occupation.

As a sales manager responsible for setting quotas, which of the following would you least likely to use as a benchmark when establishing individual sales volume quotas?

There are three characteristics of efforts put forth by people as described by sales managers. Which of the following is not one of these characteristics?

While establishing quota levels is not an exact science, a sales manager's objective in setting quotas should include all of the following except:

Which is true of recognition programs?

Typical "non-selling activities" quotas encompassing individual sales duties include all except:

The performance-reward relationship is the belief that a higher level of performance will lead to greater personal rewards. This is also referred to as:

Which type of incentive award is used the most because it has the greatest perceived effectiveness?

According to expectancy theory of motivation, instrumentality is the likelihood that:

According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness and social needs."

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

Behavioral Self-Management (BSM) is a process where:

An example of applying Behavioral Self-Management (BSM) to increase the number of sales calls made each week is:

_______________ are more optimistic goals used to stimulate the sales force, whereas _______________ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives.

In sales management the concern is that salespeople are (or can be) sufficiently motivated to reach the sales objectives of the firm. Which of the following is (are) reasons why salespeople need stimulation?

Getting a salesperson to prospect for new business, call on those potential customers that fit your marketing strategy, and provide the drive to maintain a regular prospecting schedule describes which characteristic of effort?

Studies indicate that sales performance is usually highest during the maintenance career stage.

Ability, level of motivation, and opportunity are all important determinants of performance. However, deficiencies in one factor may be offset by the others.

Salespeople often require extra motivation because of the environment in which they operate.

Helping to motivate salespeople requires only an in depth understanding of their needs.

As a sales manager, it may well be up to you to select the prizes for a sales contest. Which of the following is(are) TRUE about prizes?

During the establishment stage, salespeople focus on getting ahead in their current occupation.

As a sales manager responsible for setting quotas, which of the following would you least likely to use as a benchmark when establishing individual sales volume quotas?

There are three characteristics of efforts put forth by people as described by sales managers. Which of the following is not one of these characteristics?

While establishing quota levels is not an exact science, a sales manager's objective in setting quotas should include all of the following except:

Which is true of recognition programs?

Typical "non-selling activities" quotas encompassing individual sales duties include all except:

The performance-reward relationship is the belief that a higher level of performance will lead to greater personal rewards. This is also referred to as:

Which type of incentive award is used the most because it has the greatest perceived effectiveness?

According to expectancy theory of motivation, instrumentality is the likelihood that:

According to Maslow's Hierarchy, a sales manager's habit of giving fancier automobiles to his/ her senior salespeople is an example of an attempt to satisfy their "belongingness and social needs."

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

_ are more optimistic goals used to stimulate the sales force, whereas _ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives.