Question 1

What are the advantages of using a combination salary plan?

Accepted Answer

Under a combination salary plan,a propor

Question 2

Who should be the primary evaluator of a salesperson's performance? Why?

Accepted Answer

The salesperson's immediate su

Question 3

What two components should determine the best leadership style to use?

Accepted Answer

A)  Product and situation 
B)  Salesperson and situation 
C)  Salesperson and compensation plan 
D)  Organization and product complexity 
E)  Compensation plan and organizational culture 
A)  Product and situation 
B)  Salesperson and situation 
C)  Salesperson and compensation plan 
D)  Organization and product complexity 
E)  Compensation plan and organizational culture

Question 4

Which of the following statements about compensation for salespeople is most likely true?

Accepted Answer

A)  Compensation refers only to monetary motivational tools. 
B)  A sales reward system is the only means of motivating salespeople. 
C)  Studies show that nonfinancial compensation fails to motivate salespeople. 
D)  Straight salary plans are complex to implement and provide minimal motivation. 
E)  Money is a powerful performance motivator if used with the right compensation plan. 
A)  Compensation refers only to monetary motivational tools. 
B)  A sales reward system is the only means of motivating salespeople. 
C)  Studies show that nonfinancial compensation fails to motivate salespeople. 
D)  Straight salary plans are complex to implement and provide minimal motivation. 
E)  Money is a powerful performance motivator if used with the right compensation plan.

Question 5

An organization's salespeople are experiencing declining sales due to the introduction of a competitor's new product.Participative leadership is best suited in this situation.

Accepted Answer

A) True 
 B)False

Question 6

The primary evaluator of a salesperson's performance should most likely be:

Accepted Answer

A)  a trained evaluator from outside the firm. 
B)  a member of the human resource department. 
C)  the salesperson's immediate supervisor. 
D)  the salesperson's peers. 
E)  a union representative. 
A)  a trained evaluator from outside the firm. 
B)  a member of the human resource department. 
C)  the salesperson's immediate supervisor. 
D)  the salesperson's peers. 
E)  a union representative.

Question 7

Immediate supervisors typically establish procedures for who will do the evaluation and how it will be done.

Accepted Answer

A) True 
 B)False

Question 8

From management's point of view,which of the following describes an advantage inherent in a straight salary compensation plan?

Accepted Answer

A)  Selling costs are kept in proportion to sales. 
B)  Salespeople are less resistant to reassignments of accounts. 
C)  Salespeople are highly motivated and employee turnover decreases. 
D)  A straight salary plan increases the work norms within the sales group. 
E)  Straight salary plans foster the development of highly productive salespeople. 
A)  Selling costs are kept in proportion to sales. 
B)  Salespeople are less resistant to reassignments of accounts. 
C)  Salespeople are highly motivated and employee turnover decreases. 
D)  A straight salary plan increases the work norms within the sales group. 
E)  Straight salary plans foster the development of highly productive salespeople.

Question 9

Sales performance is rewarded in three fundamental ways.They are:

Accepted Answer

A)  drawing accounts, bonuses, and fixed salaries. 
B)  commission, salaries, and nonfinancial awards. 
C)  financial compensation, bonuses, and national awards. 
D)  extrinsic rewards, intrinsic rewards, and special group memberships. 
E)  direct financial rewards, career advancement, and nonfinancial compensation. 
A)  drawing accounts, bonuses, and fixed salaries. 
B)  commission, salaries, and nonfinancial awards. 
C)  financial compensation, bonuses, and national awards. 
D)  extrinsic rewards, intrinsic rewards, and special group memberships. 
E)  direct financial rewards, career advancement, and nonfinancial compensation.

Question 10

Which of the following statements about progressive commission plan is most likely true?

Accepted Answer

A)  Salespeople are given an increased number of territories based on annual performance. 
B)  A salesperson must call on more accounts each week until saturation is reached. 
C)  A salesperson's commission rate increases as total sales increase. 
D)  Salespeople earn a fixed salary plus additional annual bonuses. 
E)  A salesperson is rewarded for increasing nonselling activities. 
A)  Salespeople are given an increased number of territories based on annual performance. 
B)  A salesperson must call on more accounts each week until saturation is reached. 
C)  A salesperson's commission rate increases as total sales increase. 
D)  Salespeople earn a fixed salary plus additional annual bonuses. 
E)  A salesperson is rewarded for increasing nonselling activities.

Question 11

A salesperson's ability to overcome objections is an example of quantitative criteria.

Accepted Answer

A) True 
 B)False

Question 12

Handling returned goods and bad debts is a greater administrative problem for firms that pay salespeople using a commission plan than for firms that pay straight salaries.

Accepted Answer

A) True 
 B)False

Question 13

For most salespeople,which of the following provides the greatest motivation?

Accepted Answer

A)  Sales achievement awards 
B)  Co-worker recognition 
C)  National sales meetings 
D)  Positive evaluations 
E)  Financial rewards 
A)  Sales achievement awards 
B)  Co-worker recognition 
C)  National sales meetings 
D)  Positive evaluations 
E)  Financial rewards

Question 14

Which of the following statements about a commission plan is most likely true?

Accepted Answer

A)  Employee loyalty to the firm increases. 
B)  Selling costs are kept in proportion to sales. 
C)  Recruiting costs are significantly decreased. 
D)  Salespeople strive to complete nonselling tasks. 
E)  Team selling and territory splitting are encouraged. 
A)  Employee loyalty to the firm increases. 
B)  Selling costs are kept in proportion to sales. 
C)  Recruiting costs are significantly decreased. 
D)  Salespeople strive to complete nonselling tasks. 
E)  Team selling and territory splitting are encouraged.

Question 15

The main evaluator of a salesperson should be the salesperson's immediate supervisor.

Accepted Answer

A) True 
 B)False

Question 16

List the five broad classes of factors in the motivation mix.

Accepted Answer

The five broad classes of moti

Question 17

The motivation mix consists of all of the following components EXCEPT:

Accepted Answer

A)  management control procedures. 
B)  special financial incentives. 
C)  nonfinancial rewards. 
D)  leadership techniques. 
E)  hygiene factors. 
A)  management control procedures. 
B)  special financial incentives. 
C)  nonfinancial rewards. 
D)  leadership techniques. 
E)  hygiene factors.

Question 18

According to the text,it is critical that sales managers be driven by integrity,trust,and morality because they have a significant impact on the compensation and careers of salespeople.

Accepted Answer

A) True 
 B)False

Question 19

A delegating leadership style is characterized by below-average levels of both task behavior and relationship behavior.

Accepted Answer

A) True 
 B)False

Question 20

Which leadership style is characterized by low task behavior and high relationship behavior?

Accepted Answer

A)  Telling 
B)  Persuading 
C)  Complying 
D)  Participating 
E)  Delegating 
A)  Telling 
B)  Persuading 
C)  Complying 
D)  Participating 
E)  Delegating

What are the advantages of using a combination salary plan?

Who should be the primary evaluator of a salesperson's performance? Why?

What two components should determine the best leadership style to use?

Which of the following statements about compensation for salespeople is most likely true?

An organization's salespeople are experiencing declining sales due to the introduction of a competitor's new product.Participative leadership is best suited in this situation.

The primary evaluator of a salesperson's performance should most likely be:

Immediate supervisors typically establish procedures for who will do the evaluation and how it will be done.

From management's point of view,which of the following describes an advantage inherent in a straight salary compensation plan?

Sales performance is rewarded in three fundamental ways.They are:

Which of the following statements about progressive commission plan is most likely true?

A salesperson's ability to overcome objections is an example of quantitative criteria.

Handling returned goods and bad debts is a greater administrative problem for firms that pay salespeople using a commission plan than for firms that pay straight salaries.

For most salespeople,which of the following provides the greatest motivation?

Which of the following statements about a commission plan is most likely true?

The main evaluator of a salesperson should be the salesperson's immediate supervisor.

List the five broad classes of factors in the motivation mix.

The motivation mix consists of all of the following components EXCEPT:

According to the text,it is critical that sales managers be driven by integrity,trust,and morality because they have a significant impact on the compensation and careers of salespeople.

A delegating leadership style is characterized by below-average levels of both task behavior and relationship behavior.

Which leadership style is characterized by low task behavior and high relationship behavior?

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

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

What are the advantages of using a combination salary plan?

Who should be the primary evaluator of a salesperson's performance? Why?

What two components should determine the best leadership style to use?

Which of the following statements about compensation for salespeople is most likely true?

An organization's salespeople are experiencing declining sales due to the introduction of a competitor's new product.Participative leadership is best suited in this situation.

The primary evaluator of a salesperson's performance should most likely be:

Immediate supervisors typically establish procedures for who will do the evaluation and how it will be done.

From management's point of view,which of the following describes an advantage inherent in a straight salary compensation plan?

Sales performance is rewarded in three fundamental ways.They are:

Which of the following statements about progressive commission plan is most likely true?

A salesperson's ability to overcome objections is an example of quantitative criteria.

Handling returned goods and bad debts is a greater administrative problem for firms that pay salespeople using a commission plan than for firms that pay straight salaries.

For most salespeople,which of the following provides the greatest motivation?

Which of the following statements about a commission plan is most likely true?

The main evaluator of a salesperson should be the salesperson's immediate supervisor.

List the five broad classes of factors in the motivation mix.

The motivation mix consists of all of the following components EXCEPT:

According to the text,it is critical that sales managers be driven by integrity,trust,and morality because they have a significant impact on the compensation and careers of salespeople.

A delegating leadership style is characterized by below-average levels of both task behavior and relationship behavior.

Which leadership style is characterized by low task behavior and high relationship behavior?

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