Question 1

Which of the following statements dealing with the motivation of salespeople is true?

Accepted Answer

A) A salesperson who is intrinsically satisfied in the job will likely work willingly to achieve high performance standards. 
B) There are few individual differences among salespeople. 
C) Motivation is largely generated by external rewards. 
D) Since sales people share many characteristics,one plan will work for all. 
E) Contests generally have a long-term influence on salespeople. 
A) A salesperson who is intrinsically satisfied in the job will likely work willingly to achieve high performance standards. 
B) There are few individual differences among salespeople. 
C) Motivation is largely generated by external rewards. 
D) Since sales people share many characteristics,one plan will work for all. 
E) Contests generally have a long-term influence on salespeople.

Question 2

The leadership approach where leadership style matches the situation is called:

Accepted Answer

A) Matching leadership 
B) Consideration leadership. 
C) Cognitive leadership 
D) Situational leadership 
E) Style-flexing leadership 
A) Matching leadership 
B) Consideration leadership. 
C) Cognitive leadership 
D) Situational leadership 
E) Style-flexing leadership

Question 3

Extrinsic motivators have a more long-term effect on the attitudes of salespeople than intrinsic motivators.

Accepted Answer

A) True 
 B)False

Question 4

A manager who treats her employees with respect,and encourages good two-way communication between herself and her employees,is displaying __________ to the employees.

Accepted Answer

A) direction 
B) leadership 
C) structure 
D) empathy 
E) consideration 
A) direction 
B) leadership 
C) structure 
D) empathy 
E) consideration

Question 5

An explanation of what work the salesperson will do and under what conditions the work will be performed is called a:

Accepted Answer

A) job description. 
B) a work report. 
C) performance evaluation. 
D) MBO. 
E) contract. 
A) job description. 
B) a work report. 
C) performance evaluation. 
D) MBO. 
E) contract.

Question 6

Hannah needs to hire a new sales rep immediately.What source(s)could she pursue?

Accepted Answer

A) good customers 
B) unemployed friends 
C) candidates within her company 
D) family members 
E) competitors' employees 
A) good customers 
B) unemployed friends 
C) candidates within her company 
D) family members 
E) competitors' employees

Question 7

Which one of the following is a good motivation guideline to be adopted by sales managers?

Accepted Answer

A) Attempt to use a mix of external rewards and internal satisfaction. 
B) Recognize that external motivation has almost no impact on performance. 
C) Use external motivation methods exclusively. 
D) Recognize that creating the conditions for internal motivation is very difficult. 
E) Always discuss performance in public. 
A) Attempt to use a mix of external rewards and internal satisfaction. 
B) Recognize that external motivation has almost no impact on performance. 
C) Use external motivation methods exclusively. 
D) Recognize that creating the conditions for internal motivation is very difficult. 
E) Always discuss performance in public.

Question 8

Internal motivation is related to intrinsic reward.

Accepted Answer

A) True 
 B)False

Question 9

Lack of job security is an outcome of straight commission plans.

Accepted Answer

A) True 
 B)False

Question 10

It is a good idea to field test compensation plans before full implementation.

Accepted Answer

A) True 
 B)False

Question 11

Effective sales managers set a good example and possess characteristics of both structure and consideration.

Accepted Answer

A) True 
 B)False

Question 12

Two qualities which help predict success in sales are self-motivation and integrity.

Accepted Answer

A) True 
 B)False

Question 13

Today,selecting effective salespeople is more of a "science" and less of an "art."

Accepted Answer

A) True 
 B)False

Question 14

Mark is described as an effective sales manager because he displays a lot of structure.Which one of the following behavior would be characteristic of Mark?

Accepted Answer

A) He gives his employees intrinsic rewards. 
B) He is a good role model. 
C) He gives his employees extrinsic rewards. 
D) He is very particular about policies and procedures which is sometimes a detriment to productivity. 
E) He evaluates their productivity and provides feedback. 
A) He gives his employees intrinsic rewards. 
B) He is a good role model. 
C) He gives his employees extrinsic rewards. 
D) He is very particular about policies and procedures which is sometimes a detriment to productivity. 
E) He evaluates their productivity and provides feedback.

Question 15

Steve is a young sales representative who is saving money to buy his first house.This month he has exceeded his sales targets and the sales manager is considering a reward to recognize Steve's achievement.The reward Steve may most likely appreciate is:

Accepted Answer

A) extra vacation time. 
B) a cash award. 
C) designated parking space. 
D) a letter from the company president acknowledging his performance. 
E) expense paid golf vacation. 
A) extra vacation time. 
B) a cash award. 
C) designated parking space. 
D) a letter from the company president acknowledging his performance. 
E) expense paid golf vacation.

Question 16

When recruiting,as a rule of thumb,employers should interview a minimum of ________ applicants for each opening.

Accepted Answer

A) 14 or 15 
B) 1 or 2 
C) 10 or 11 
D) 6 or 7 
E) 3 or 4 
A) 14 or 15 
B) 1 or 2 
C) 10 or 11 
D) 6 or 7 
E) 3 or 4

Question 17

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say test scores:

Accepted Answer

A) can be helpful. 
B) should not be considered because of possible legal problems. 
C) can be very misleading to the employer,so they should not be used. 
D) indicate what true future behaviour will be. 
E) can be helpful when used in conjunction with other criteria. 
A) can be helpful. 
B) should not be considered because of possible legal problems. 
C) can be very misleading to the employer,so they should not be used. 
D) indicate what true future behaviour will be. 
E) can be helpful when used in conjunction with other criteria.

Question 18

Number of customer calls is part of the quantitative criteria for measuring sales force productivity.

Accepted Answer

A) True 
 B)False

Question 19

A description of the duties,expectations,skills and abilities required of doing a job is called a:

Accepted Answer

A) working conditions. 
B) resume. 
C) performance evaluation. 
D) employee standards. 
E) job description. 
A) working conditions. 
B) resume. 
C) performance evaluation. 
D) employee standards. 
E) job description.

Question 20

Sally is a successful manager of UnderWorld Garments.She feels one of the most important qualities is:

Accepted Answer

A) self-motivation. 
B) analytical skills. 
C) kindness. 
D) desire to earn lots of money. 
E) aggressiveness. 
A) self-motivation. 
B) analytical skills. 
C) kindness. 
D) desire to earn lots of money. 
E) aggressiveness.

Which of the following statements dealing with the motivation of salespeople is true?

The leadership approach where leadership style matches the situation is called:

Extrinsic motivators have a more long-term effect on the attitudes of salespeople than intrinsic motivators.

A manager who treats her employees with respect,and encourages good two-way communication between herself and her employees,is displaying __________ to the employees.

An explanation of what work the salesperson will do and under what conditions the work will be performed is called a:

Hannah needs to hire a new sales rep immediately.What source(s)could she pursue?

Which one of the following is a good motivation guideline to be adopted by sales managers?

Internal motivation is related to intrinsic reward.

Lack of job security is an outcome of straight commission plans.

It is a good idea to field test compensation plans before full implementation.

Effective sales managers set a good example and possess characteristics of both structure and consideration.

Two qualities which help predict success in sales are self-motivation and integrity.

Today,selecting effective salespeople is more of a "science" and less of an "art."

Mark is described as an effective sales manager because he displays a lot of structure.Which one of the following behavior would be characteristic of Mark?

Steve is a young sales representative who is saving money to buy his first house.This month he has exceeded his sales targets and the sales manager is considering a reward to recognize Steve's achievement.The reward Steve may most likely appreciate is:

When recruiting,as a rule of thumb,employers should interview a minimum of ________ applicants for each opening.

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say test scores:

Number of customer calls is part of the quantitative criteria for measuring sales force productivity.

A description of the duties,expectations,skills and abilities required of doing a job is called a:

Sally is a successful manager of UnderWorld Garments.She feels one of the most important qualities is:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

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Exam 17: Management of the Sales Force

Which of the following statements dealing with the motivation of salespeople is true?

The leadership approach where leadership style matches the situation is called:

Extrinsic motivators have a more long-term effect on the attitudes of salespeople than intrinsic motivators.

A manager who treats her employees with respect,and encourages good two-way communication between herself and her employees,is displaying __________ to the employees.

An explanation of what work the salesperson will do and under what conditions the work will be performed is called a:

Hannah needs to hire a new sales rep immediately.What source(s)could she pursue?

Which one of the following is a good motivation guideline to be adopted by sales managers?

Internal motivation is related to intrinsic reward.

Lack of job security is an outcome of straight commission plans.

It is a good idea to field test compensation plans before full implementation.

Effective sales managers set a good example and possess characteristics of both structure and consideration.

Two qualities which help predict success in sales are self-motivation and integrity.

Today,selecting effective salespeople is more of a "science" and less of an "art."

Mark is described as an effective sales manager because he displays a lot of structure.Which one of the following behavior would be characteristic of Mark?

Steve is a young sales representative who is saving money to buy his first house.This month he has exceeded his sales targets and the sales manager is considering a reward to recognize Steve's achievement.The reward Steve may most likely appreciate is:

When recruiting,as a rule of thumb,employers should interview a minimum of ________ applicants for each opening.

Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs.Experts in the field of employment testing say test scores:

Number of customer calls is part of the quantitative criteria for measuring sales force productivity.

A description of the duties,expectations,skills and abilities required of doing a job is called a:

Sally is a successful manager of UnderWorld Garments.She feels one of the most important qualities is:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Filters