Question 1

Leaders are born,it is not a learned behaviour.

Accepted Answer

A) True 
 B)False

Question 2

A sales manager who has developed a leadership style strong in consideration behaviors has the skills needed to be an effective coach.

Accepted Answer

A) True 
 B)False

Question 3

As a leadership dimension,structure has to do with concern for production,and consideration has to do with concern for employees.

Accepted Answer

A) True 
 B)False

Question 4

A salespersons performance evaluation based mostly on quantifiable items of measurement is an unfair method of assessment.

Accepted Answer

A) True 
 B)False

Question 5

The compensation plan which will likely produce the greatest degree of company loyalty is:

Accepted Answer

A) guaranteed salary. 
B) guaranteed salary plus a bonus. 
C) straight salary. 
D) salary,expense account,company car,cell phone,and bonus structure. 
E) 100-percent commission plan. 
A) guaranteed salary. 
B) guaranteed salary plus a bonus. 
C) straight salary. 
D) salary,expense account,company car,cell phone,and bonus structure. 
E) 100-percent commission plan.

Question 6

Most successful supervisory-management personnel display two important dimensions of effective leadership: __________ and __________.

Accepted Answer

structure,

Question 7

Leaders __________ employees and managers __________ employees.

Accepted Answer

A) inspire,coordinate 
B) coach,control 
C) control,guide 
D) coordinate,inspire 
E) are above the,are on par with the 
A) inspire,coordinate 
B) coach,control 
C) control,guide 
D) coordinate,inspire 
E) are above the,are on par with the

Question 8

An all-expenses paid vacation to an exotic island for exceeding sales quotas is an example of a intrinsic reward.

Accepted Answer

A) True 
 B)False

Question 9

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

Accepted Answer

A) training salary with reviews 
B) straight salary 
C) commission plan with a draw provision 
D) fixed salary plus bonus 
E) 100-percent commission or straight commission plan 
A) training salary with reviews 
B) straight salary 
C) commission plan with a draw provision 
D) fixed salary plus bonus 
E) 100-percent commission or straight commission plan

Question 10

What is the evaluation process for measuring salesperson performance?

Accepted Answer

a.Define the bases on which the sales pe

Question 11

Coaching is most appropriate for salespeople who are having general rather than specific sales difficulties.

Accepted Answer

A) True 
 B)False

Question 12

Strategic planning:

Accepted Answer

A) focuses only on the future of the company. 
B) is the new "mantra" in business. 
C) avoids decision making. 
D) is part of every business operation. 
E) gives meaning and direction to the sales force. 
A) focuses only on the future of the company. 
B) is the new "mantra" in business. 
C) avoids decision making. 
D) is part of every business operation. 
E) gives meaning and direction to the sales force.

Question 13

An all expenses paid vacation to Disneyland for exceeding the sales quota is an example of a:

Accepted Answer

A) extrinsic reward. 
B) intangible reward. 
C) prize. 
D) intrinsic reward. 
E) bribe. 
A) extrinsic reward. 
B) intangible reward. 
C) prize. 
D) intrinsic reward. 
E) bribe.

Question 14

Sales managers are responsible for staff evaluations.An effective sales manager:

Accepted Answer

A) provides regular feedback. 
B) is confrontational. 
C) informs all staff of individuals under performing. 
D) provides feedback only when required. 
E) avoids confrontation. 
A) provides regular feedback. 
B) is confrontational. 
C) informs all staff of individuals under performing. 
D) provides feedback only when required. 
E) avoids confrontation.

Question 15

Psychological assessments can provide objective information about a candidate's skills and abilities.Assessments should:

Accepted Answer

A) never be used as a measure in hiring. 
B) be used in conjunction with other information. 
C) be done by a sales manager. 
D) be the only measure to hire someone. 
E) use invalid measures. 
A) never be used as a measure in hiring. 
B) be used in conjunction with other information. 
C) be done by a sales manager. 
D) be the only measure to hire someone. 
E) use invalid measures.

Question 16

An interpersonal process by which a sales manager helps a salesperson improve his performance is called:

Accepted Answer

A) intrinsic motivation. 
B) coaching. 
C) structure. 
D) extrinsic motivation. 
E) consideration. 
A) intrinsic motivation. 
B) coaching. 
C) structure. 
D) extrinsic motivation. 
E) consideration.

Question 17

Structure can be defined as providing clear instructions and feedback to the employees.

Accepted Answer

A) True 
 B)False

Question 18

A sales manager who develops a leadership style that combines structure and consideration behaviors possesses the skills needed to be an effective ________.

Accepted Answer

A) supervisor 
B) coach 
C) friend 
D) confidant 
E) leader 
A) supervisor 
B) coach 
C) friend 
D) confidant 
E) leader

Question 19

Effective sales managers should have four essential skills: consideration,structure,________ and ________.

Accepted Answer

A) ambition and drive 
B) situational leadership and character 
C) knowledge and work ethics 
D) fearlessness and risk taking 
E) interpersonal and communication skills 
A) ambition and drive 
B) situational leadership and character 
C) knowledge and work ethics 
D) fearlessness and risk taking 
E) interpersonal and communication skills

Question 20

According to the leadership model based on research by Ohio State University researchers,structural dimension refers to __________ and consideration dimension refers to __________.

Accepted Answer

A) organizational structure and employee pay 
B) concern for goals,concern for relationships 
C) concern for people,concern for production 
D) concern for goals,concern for rewards. 
E) concern for production,concern for people 
A) organizational structure and employee pay 
B) concern for goals,concern for relationships 
C) concern for people,concern for production 
D) concern for goals,concern for rewards. 
E) concern for production,concern for people

Leaders are born,it is not a learned behaviour.

A sales manager who has developed a leadership style strong in consideration behaviors has the skills needed to be an effective coach.

As a leadership dimension,structure has to do with concern for production,and consideration has to do with concern for employees.

A salespersons performance evaluation based mostly on quantifiable items of measurement is an unfair method of assessment.

The compensation plan which will likely produce the greatest degree of company loyalty is:

Most successful supervisory-management personnel display two important dimensions of effective leadership: and .

Leaders employees and managers employees.

An all-expenses paid vacation to an exotic island for exceeding sales quotas is an example of a intrinsic reward.

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

What is the evaluation process for measuring salesperson performance?

Coaching is most appropriate for salespeople who are having general rather than specific sales difficulties.

Strategic planning:

An all expenses paid vacation to Disneyland for exceeding the sales quota is an example of a:

Sales managers are responsible for staff evaluations.An effective sales manager:

Psychological assessments can provide objective information about a candidate's skills and abilities.Assessments should:

An interpersonal process by which a sales manager helps a salesperson improve his performance is called:

Structure can be defined as providing clear instructions and feedback to the employees.

A sales manager who develops a leadership style that combines structure and consideration behaviors possesses the skills needed to be an effective ________.

Effective sales managers should have four essential skills: consideration,structure, and .

According to the leadership model based on research by Ohio State University researchers,structural dimension refers to and consideration dimension refers to .

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

Exam 17: Management of the Sales Force

Leaders are born,it is not a learned behaviour.

A sales manager who has developed a leadership style strong in consideration behaviors has the skills needed to be an effective coach.

As a leadership dimension,structure has to do with concern for production,and consideration has to do with concern for employees.

A salespersons performance evaluation based mostly on quantifiable items of measurement is an unfair method of assessment.

The compensation plan which will likely produce the greatest degree of company loyalty is:

Most successful supervisory-management personnel display two important dimensions of effective leadership: __________ and __________.

Leaders __________ employees and managers __________ employees.

An all-expenses paid vacation to an exotic island for exceeding sales quotas is an example of a intrinsic reward.

Which compensation plan would appeal to a salesperson who likes the idea of "pay for performance," but also likes some job security?

What is the evaluation process for measuring salesperson performance?

Coaching is most appropriate for salespeople who are having general rather than specific sales difficulties.

Strategic planning:

An all expenses paid vacation to Disneyland for exceeding the sales quota is an example of a:

Sales managers are responsible for staff evaluations.An effective sales manager:

Psychological assessments can provide objective information about a candidate's skills and abilities.Assessments should:

An interpersonal process by which a sales manager helps a salesperson improve his performance is called:

Structure can be defined as providing clear instructions and feedback to the employees.

A sales manager who develops a leadership style that combines structure and consideration behaviors possesses the skills needed to be an effective ________.

Effective sales managers should have four essential skills: consideration,structure,________ and ________.

According to the leadership model based on research by Ohio State University researchers,structural dimension refers to __________ and consideration dimension refers to __________.

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

Most successful supervisory-management personnel display two important dimensions of effective leadership: and .

Leaders employees and managers employees.

Effective sales managers should have four essential skills: consideration,structure, and .

According to the leadership model based on research by Ohio State University researchers,structural dimension refers to and consideration dimension refers to .