Question 1

A sales manager who uses the persuading leadership style most likely:

Accepted Answer

A)  shares all decision-making authority. 
B)  makes decisions without discussion. 
C)  makes and discusses most decisions. 
D)  seeks mutually created decisions. 
E)  offers no decision-making direction. 
A)  shares all decision-making authority. 
B)  makes decisions without discussion. 
C)  makes and discusses most decisions. 
D)  seeks mutually created decisions. 
E)  offers no decision-making direction.

Question 2

A straight salary compensation plan can be effectively used to curtail salespeople from concentrating on easy-to-sell products.

Accepted Answer

A) True 
 B)False

Question 3

The _____ combines the incentive of a commission plan with the security of a fixed income.

Accepted Answer

A)  regressive account 
B)  drawing account 
C)  performance bonus 
D)  group incentive 
E)  progressive incentive 
A)  regressive account 
B)  drawing account 
C)  performance bonus 
D)  group incentive 
E)  progressive incentive

Question 4

The _____ plan is a complete incentive compensation plan.

Accepted Answer

A)  structured commission 
B)  salary and commission 
C)  straight commission 
D)  straight salary 
E)  salary and bonus 
A)  structured commission 
B)  salary and commission 
C)  straight commission 
D)  straight salary 
E)  salary and bonus

Question 5

The 'tells' leadership style has both high task orientation and low relationship behavior.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is an example of a quantitative performance criterion used to evaluate a salesperson's performance?

Accepted Answer

A)  Listening skills 
B)  Use of time 
C)  Product knowledge 
D)  Quality orientation 
E)  New customers obtained 
A)  Listening skills 
B)  Use of time 
C)  Product knowledge 
D)  Quality orientation 
E)  New customers obtained

Question 7

Under the straight salary compensation plan,a salesperson's pay is directly related to sales performance.

Accepted Answer

A) True 
 B)False

Question 8

Which term refers to the arousal,intensity,direction,and persistence of effort directed toward job tasks over time?

Accepted Answer

A)  Enrichment 
B)  Direction 
C)  Motivation 
D)  Influence 
E)  Simulative response 
A)  Enrichment 
B)  Direction 
C)  Motivation 
D)  Influence 
E)  Simulative response

Question 9

A straight salary plan can increase sales expenses because the salary does not vary directly with the sales.

Accepted Answer

A) True 
 B)False

Question 10

The commission rate increases as the salesperson sells an increasing amount of product.This is called a(n)_____ commission plan.

Accepted Answer

A)  linear 
B)  parabolic 
C)  regressive 
D)  progressive 
E)  curvilinear 
A)  linear 
B)  parabolic 
C)  regressive 
D)  progressive 
E)  curvilinear

Question 11

Which of the following is an example of a qualitative performance criterion used to evaluate a salespeople's performance?

Accepted Answer

A)  Sales volume 
B)  Gross profit achieved 
C)  Product knowledge 
D)  Market share 
E)  New customers obtained 
A)  Sales volume 
B)  Gross profit achieved 
C)  Product knowledge 
D)  Market share 
E)  New customers obtained

Question 12

The two levels of motivation that sales managers are concerned with are the motivation of the individual salesperson and the motivation of the entire sales force.

Accepted Answer

A) True 
 B)False

Question 13

Under the straight salary compensation plan,salary is distributed in proportion to the sales made.

Accepted Answer

A) True 
 B)False

Question 14

Which term refers to special sales programs offering salespeople incentives to achieve short-term sales goals?

Accepted Answer

A)  Fringe benefits 
B)  Sales contests 
C)  Performance bonuses 
D)  Compensation awards 
E)  Organizational bonuses 
A)  Fringe benefits 
B)  Sales contests 
C)  Performance bonuses 
D)  Compensation awards 
E)  Organizational bonuses

Question 15

An organization would most likely use a regressive commission plan to:

Accepted Answer

A)  reward newly-hired salespeople during training periods. 
B)  motivate the highest-performing salespeople. 
C)  encourage top sales performers to be managers. 
D)  decrease fixed costs of maintaining the sales force. 
E)  maintain a drawing account for customer returns. 
A)  reward newly-hired salespeople during training periods. 
B)  motivate the highest-performing salespeople. 
C)  encourage top sales performers to be managers. 
D)  decrease fixed costs of maintaining the sales force. 
E)  maintain a drawing account for customer returns.

Question 16

Rachel,an experienced sales representative,was told by her sales manager how to develop a sales presentation.Rachel's manager is most likely following a _____ leadership style.

Accepted Answer

A)  telling 
B)  persuading 
C)  participating 
D)  complying 
E)  delegating 
A)  telling 
B)  persuading 
C)  participating 
D)  complying 
E)  delegating

Question 17

Each salesperson at a firm should receive at least one formal evaluation every year.

Accepted Answer

A) True 
 B)False

Question 18

A sales manager should most likely use a _____ style of leadership if the sales force contains highly motivated,seasoned salespeople who strive to be top performers.

Accepted Answer

A)  persuading 
B)  telling 
C)  consulting 
D)  delegating 
E)  empathizing 
A)  persuading 
B)  telling 
C)  consulting 
D)  delegating 
E)  empathizing

Question 19

Briefly describe the various leadership styles.

Accepted Answer

The various leadership styles are: (1)Te

Question 20

The last step in the process of evaluating a salesperson is to:

Accepted Answer

A)  develop mutually agreed-on objectives. 
B)  summarize the total performance evaluation. 
C)  finalize the performance evaluation. 
D)  formalize the evaluation and objectives. 
E)  summarize major sales management issues. 
A)  develop mutually agreed-on objectives. 
B)  summarize the total performance evaluation. 
C)  finalize the performance evaluation. 
D)  formalize the evaluation and objectives. 
E)  summarize major sales management issues.

A sales manager who uses the persuading leadership style most likely:

A straight salary compensation plan can be effectively used to curtail salespeople from concentrating on easy-to-sell products.

The _____ combines the incentive of a commission plan with the security of a fixed income.

The _____ plan is a complete incentive compensation plan.

The 'tells' leadership style has both high task orientation and low relationship behavior.

Which of the following is an example of a quantitative performance criterion used to evaluate a salesperson's performance?

Under the straight salary compensation plan,a salesperson's pay is directly related to sales performance.

Which term refers to the arousal,intensity,direction,and persistence of effort directed toward job tasks over time?

A straight salary plan can increase sales expenses because the salary does not vary directly with the sales.

The commission rate increases as the salesperson sells an increasing amount of product.This is called a(n)_____ commission plan.

Which of the following is an example of a qualitative performance criterion used to evaluate a salespeople's performance?

The two levels of motivation that sales managers are concerned with are the motivation of the individual salesperson and the motivation of the entire sales force.

Under the straight salary compensation plan,salary is distributed in proportion to the sales made.

Which term refers to special sales programs offering salespeople incentives to achieve short-term sales goals?

An organization would most likely use a regressive commission plan to:

Rachel,an experienced sales representative,was told by her sales manager how to develop a sales presentation.Rachel's manager is most likely following a _____ leadership style.

Each salesperson at a firm should receive at least one formal evaluation every year.

A sales manager should most likely use a _____ style of leadership if the sales force contains highly motivated,seasoned salespeople who strive to be top performers.

Briefly describe the various leadership styles.

The last step in the process of evaluating a salesperson is to:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Filters

Exam 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople

A sales manager who uses the persuading leadership style most likely:

A straight salary compensation plan can be effectively used to curtail salespeople from concentrating on easy-to-sell products.

The _____ combines the incentive of a commission plan with the security of a fixed income.

The _____ plan is a complete incentive compensation plan.

The 'tells' leadership style has both high task orientation and low relationship behavior.

Which of the following is an example of a quantitative performance criterion used to evaluate a salesperson's performance?

Under the straight salary compensation plan,a salesperson's pay is directly related to sales performance.

Which term refers to the arousal,intensity,direction,and persistence of effort directed toward job tasks over time?

A straight salary plan can increase sales expenses because the salary does not vary directly with the sales.

The commission rate increases as the salesperson sells an increasing amount of product.This is called a(n)_____ commission plan.

Which of the following is an example of a qualitative performance criterion used to evaluate a salespeople's performance?

The two levels of motivation that sales managers are concerned with are the motivation of the individual salesperson and the motivation of the entire sales force.

Under the straight salary compensation plan,salary is distributed in proportion to the sales made.

Which term refers to special sales programs offering salespeople incentives to achieve short-term sales goals?

An organization would most likely use a regressive commission plan to:

Rachel,an experienced sales representative,was told by her sales manager how to develop a sales presentation.Rachel's manager is most likely following a _____ leadership style.

Each salesperson at a firm should receive at least one formal evaluation every year.

A sales manager should most likely use a _____ style of leadership if the sales force contains highly motivated,seasoned salespeople who strive to be top performers.

Briefly describe the various leadership styles.

The last step in the process of evaluating a salesperson is to:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Filters