Question 1

The persuasive style of leadership is characterized by above-average levels of task and relationship behavior.

Accepted Answer

A) True 
 B)False

Question 2

What are the two forms of behaviors that leaders can use to influence salespeople?

Accepted Answer

The two forms of behaviors that leaders

Question 3

A joint sales call is best described as a:

Accepted Answer

A)  coaching technique. 
B)  form of cold calling. 
C)  component of team selling. 
D)  tool for dividing sales territories. 
E)  technique used to share commissions. 
A)  coaching technique. 
B)  form of cold calling. 
C)  component of team selling. 
D)  tool for dividing sales territories. 
E)  technique used to share commissions.

Question 4

The two basic types of commission plans are straight commission and:

Accepted Answer

A)  non-financial commission. 
B)  draw against commission. 
C)  quota-based commission. 
D)  experience-based commission. 
E)  performance bonuses. 
A)  non-financial commission. 
B)  draw against commission. 
C)  quota-based commission. 
D)  experience-based commission. 
E)  performance bonuses.

Question 5

In an organization,the salespeople and the sales manager decide things together.Which of the following leadership styles is being used here?

Accepted Answer

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

Question 6

The commission rates of sales decreases as the sales increase.This is an example of the _____ commission plan.

Accepted Answer

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

Question 7

In an effort to overcome the problems typically associated with the straight salary compensation plans,many companies:

Accepted Answer

A)  ask salespeople to resort to high-pressure selling tactics. 
B)  reduce the number of accounts assigned to salespeople. 
C)  employ only college graduates as sales representatives. 
D)  increase the number of sales managers. 
E)  eliminate all commissions. 
A)  ask salespeople to resort to high-pressure selling tactics. 
B)  reduce the number of accounts assigned to salespeople. 
C)  employ only college graduates as sales representatives. 
D)  increase the number of sales managers. 
E)  eliminate all commissions.

Question 8

What is a characteristic of the delegating leadership style?

Accepted Answer

A)  Clear direction 
B)  Constant support 
C)  Frequent feedback 
D)  One-way communication 
E)  Minimal personal contact 
A)  Clear direction 
B)  Constant support 
C)  Frequent feedback 
D)  One-way communication 
E)  Minimal personal contact

Question 9

Why do companies select the straight commission plan?

Accepted Answer

Many organizations prefer to use the com

Question 10

What is straight salary compensation plan? What are the disadvantages associated with the straight salary compensation plan?

Accepted Answer

Of all compensation plans,the straight s

Question 11

A manager characterized by a high level of task behavior:

Accepted Answer

A)  gives a generous amount of feedback to reinforce positive behavior. 
B)  closely supervises the individual or group to make sure the job is done. 
C)  exhibits a democratic attitude toward motivation. 
D)  uses two-way communication frequently. 
E)  prefers a flatter organizational structure. 
A)  gives a generous amount of feedback to reinforce positive behavior. 
B)  closely supervises the individual or group to make sure the job is done. 
C)  exhibits a democratic attitude toward motivation. 
D)  uses two-way communication frequently. 
E)  prefers a flatter organizational structure.

Question 12

Coaching refers training a salesperson in the home office and rarely involves a manager accompanying a salesperson on a sales call.

Accepted Answer

A) True 
 B)False

Question 13

Praise and recognition are part of the _____ element of a sales manager's motivation mix.

Accepted Answer

A)  basic compensation plan 
B)  special financial incentives 
C)  synergistic techniques 
D)  nonfinancial rewards 
E)  management control procedures 
A)  basic compensation plan 
B)  special financial incentives 
C)  synergistic techniques 
D)  nonfinancial rewards 
E)  management control procedures

Question 14

Kia Lang's pay plan reduces her commission as her sales increase.She receives a 10 percent commission on the first $250,000 and 6 percent on sales over that amount.For sales of $500,000,she would receive 5 percent.This is an example of a _____ plan.

Accepted Answer

A)  linear 
B)  integrated 
C)  conservative 
D)  reinforcement 
E)  regressive 
A)  linear 
B)  integrated 
C)  conservative 
D)  reinforcement 
E)  regressive

Question 15

The relationship form of leadership can include activities such as listening,providing clarification,and giving positive feedback.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a disadvantage of straight commission plans?

Accepted Answer

A)  The plans are only suitable for companies with large sales budgets. 
B)  The plans trigger high selling costs even without significant sales. 
C)  Such plans cannot be administered easily by most firms. 
D)  Salespeople conduct too much customer service. 
E)  Salespeople are reluctant to change territories. 
A)  The plans are only suitable for companies with large sales budgets. 
B)  The plans trigger high selling costs even without significant sales. 
C)  Such plans cannot be administered easily by most firms. 
D)  Salespeople conduct too much customer service. 
E)  Salespeople are reluctant to change territories.

Question 17

With a regressive commission plan,commission rates decrease as total sales increase.

Accepted Answer

A) True 
 B)False

Question 18

Robin,a pharmaceutical sales representative,was recently given a key account.She is excited about the challenging assignment.Robin's sales manager is most likely motivating Robin with a:

Accepted Answer

A)  nonfinancial reward. 
B)  achievement award. 
C)  salary increase. 
D)  commission. 
E)  fringe benefit. 
A)  nonfinancial reward. 
B)  achievement award. 
C)  salary increase. 
D)  commission. 
E)  fringe benefit.

Question 19

A drawback of the straight salary compensation plan is the lack of direct monetary incentive.

Accepted Answer

A) True 
 B)False

Question 20

Achievement awards are special financial incentives used to motivate salespeople.

Accepted Answer

A) True 
 B)False

The persuasive style of leadership is characterized by above-average levels of task and relationship behavior.

What are the two forms of behaviors that leaders can use to influence salespeople?

A joint sales call is best described as a:

The two basic types of commission plans are straight commission and:

In an organization,the salespeople and the sales manager decide things together.Which of the following leadership styles is being used here?

The commission rates of sales decreases as the sales increase.This is an example of the _____ commission plan.

In an effort to overcome the problems typically associated with the straight salary compensation plans,many companies:

What is a characteristic of the delegating leadership style?

Why do companies select the straight commission plan?

What is straight salary compensation plan? What are the disadvantages associated with the straight salary compensation plan?

A manager characterized by a high level of task behavior:

Coaching refers training a salesperson in the home office and rarely involves a manager accompanying a salesperson on a sales call.

Praise and recognition are part of the _____ element of a sales manager's motivation mix.

Kia Lang's pay plan reduces her commission as her sales increase.She receives a 10 percent commission on the first $250,000 and 6 percent on sales over that amount.For sales of $500,000,she would receive 5 percent.This is an example of a _____ plan.

The relationship form of leadership can include activities such as listening,providing clarification,and giving positive feedback.

Which of the following is a disadvantage of straight commission plans?

With a regressive commission plan,commission rates decrease as total sales increase.

Robin,a pharmaceutical sales representative,was recently given a key account.She is excited about the challenging assignment.Robin's sales manager is most likely motivating Robin with a:

A drawback of the straight salary compensation plan is the lack of direct monetary incentive.

Achievement awards are special financial incentives used to motivate salespeople.

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

The persuasive style of leadership is characterized by above-average levels of task and relationship behavior.

What are the two forms of behaviors that leaders can use to influence salespeople?

A joint sales call is best described as a:

The two basic types of commission plans are straight commission and:

In an organization,the salespeople and the sales manager decide things together.Which of the following leadership styles is being used here?

The commission rates of sales decreases as the sales increase.This is an example of the _____ commission plan.

In an effort to overcome the problems typically associated with the straight salary compensation plans,many companies:

What is a characteristic of the delegating leadership style?

Why do companies select the straight commission plan?

What is straight salary compensation plan? What are the disadvantages associated with the straight salary compensation plan?

A manager characterized by a high level of task behavior:

Coaching refers training a salesperson in the home office and rarely involves a manager accompanying a salesperson on a sales call.

Praise and recognition are part of the _____ element of a sales manager's motivation mix.

Kia Lang's pay plan reduces her commission as her sales increase.She receives a 10 percent commission on the first $250,000 and 6 percent on sales over that amount.For sales of $500,000,she would receive 5 percent.This is an example of a _____ plan.

The relationship form of leadership can include activities such as listening,providing clarification,and giving positive feedback.

Which of the following is a disadvantage of straight commission plans?

With a regressive commission plan,commission rates decrease as total sales increase.

Robin,a pharmaceutical sales representative,was recently given a key account.She is excited about the challenging assignment.Robin's sales manager is most likely motivating Robin with a:

A drawback of the straight salary compensation plan is the lack of direct monetary incentive.

Achievement awards are special financial incentives used to motivate salespeople.

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