Question 1

All of the following are relationship behaviors EXCEPT:

Accepted Answer

A)  providing clarification. 
B)  giving positive feedback. 
C)  providing useful guidance. 
D)  giving appropriate encouragement. 
E)  describing organizational responsibilities. 
A)  providing clarification. 
B)  giving positive feedback. 
C)  providing useful guidance. 
D)  giving appropriate encouragement. 
E)  describing organizational responsibilities.

Question 2

The use of regressive compensation plans would discourage top performing salespeople from accepting management positions.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is an advantage of the straight commission plan?

Accepted Answer

A)  Typically, loyalty towards the company among the sales force is very high. 
B)  The plan provides a maximum incentive and the opportunity to earn top money. 
C)  It provides a sense of security and certainty of earning to salespeople. 
D)  Salespeople are discouraged from using high-pressure selling tactics. 
E)  Turnover in the sales force tends to be low with this plan. 
A)  Typically, loyalty towards the company among the sales force is very high. 
B)  The plan provides a maximum incentive and the opportunity to earn top money. 
C)  It provides a sense of security and certainty of earning to salespeople. 
D)  Salespeople are discouraged from using high-pressure selling tactics. 
E)  Turnover in the sales force tends to be low with this plan.

Question 4

Which of the following statements describes a disadvantage inherent in the straight salary compensation plan?

Accepted Answer

A)  The straight salary plan causes the salesperson to experience uncertainty and insecurity of payment. 
B)  The plan makes it difficult for an organization to take corrective action to improve sales if the performance of the salesperson is low for a prolonged period. 
C)  A lack of incentive may cause efficient, high-performing salespeople to change jobs. 
D)  Directing salespeople toward tasks the company believes are important becomes difficult. 
E)  Management cannot project future compensation expenses of the sales force. 
A)  The straight salary plan causes the salesperson to experience uncertainty and insecurity of payment. 
B)  The plan makes it difficult for an organization to take corrective action to improve sales if the performance of the salesperson is low for a prolonged period. 
C)  A lack of incentive may cause efficient, high-performing salespeople to change jobs. 
D)  Directing salespeople toward tasks the company believes are important becomes difficult. 
E)  Management cannot project future compensation expenses of the sales force.

Question 5

Under the straight salary compensation plan,management is able to project compensation expenses several years in advance.

Accepted Answer

A) True 
 B)False

Question 6

Beth,an experienced salesperson,has recently been given a key account.Beth is motivated to perform a good job but is having trouble effectively carrying out her responsibilities.Beth is having a meeting with her sales manager to address the issue.Which leadership style should Beth's manager most likely use?

Accepted Answer

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

Question 7

According to the text,more firms use incentive travel programs than merchandise awards to motivate salespeople.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  The plan facilitates team selling. 
B)  The plan gives salespeople financial security. 
C)  The plan minimizes the financial burden on employers. 
D)  The plan clearly links high performance with compensation. 
E)  The plan typically increases work norms within the sales group. 
A)  The plan facilitates team selling. 
B)  The plan gives salespeople financial security. 
C)  The plan minimizes the financial burden on employers. 
D)  The plan clearly links high performance with compensation. 
E)  The plan typically increases work norms within the sales group.

Question 9

Your new boss gives very detailed instructions and closely watches your progress.This shows your boss's:

Accepted Answer

A)  motivation mix. 
B)  qualitative performance factor. 
C)  task behavior. 
D)  participative leadership style. 
E)  relationship behavior. 
A)  motivation mix. 
B)  qualitative performance factor. 
C)  task behavior. 
D)  participative leadership style. 
E)  relationship behavior.

Question 10

Which of the following compensation plans is considered the simplest?

Accepted Answer

A)  Straight commission 
B)  Structured combination 
C)  Straight salary 
D)  Drawing account 
E)  Performance bonus 
A)  Straight commission 
B)  Structured combination 
C)  Straight salary 
D)  Drawing account 
E)  Performance bonus

Question 11

A straight salary plan:

Accepted Answer

A)  increases the work norms within a sales group. 
B)  includes all monetary and non-monetary incentives. 
C)  encourages friendly competition among salespeople. 
D)  makes it difficult for a firm to take corrective actions. 
E)  enables a company to direct salespeople to important activities. 
A)  increases the work norms within a sales group. 
B)  includes all monetary and non-monetary incentives. 
C)  encourages friendly competition among salespeople. 
D)  makes it difficult for a firm to take corrective actions. 
E)  enables a company to direct salespeople to important activities.

Question 12

What are the three basic elements of the straight commission plan?

Accepted Answer

The three basic elements of the straight

Question 13

Describe a regressive commission plan.When would a company use a regressive commission plan?

Accepted Answer

With a regressive commission plan,commis

Question 14

Salespeople should receive evaluations at the end of every performance cycle.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following leadership styles is characterized by high task behavior and low relationship behavior?

Accepted Answer

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

Question 16

A bonus is a financial reward given in addition to what is usually earned over an extended period of time.

Accepted Answer

A) True 
 B)False

Question 17

_____ is a process by which the sales manager uses both task and relationship behaviors to influence the activities of salespeople.

Accepted Answer

A)  Motivation 
B)  Engagement 
C)  Enrichment 
D)  Leadership 
E)  Evaluation 
A)  Motivation 
B)  Engagement 
C)  Enrichment 
D)  Leadership 
E)  Evaluation

Question 18

Under a _____ plan,a proportion of the salesperson's total pay is guaranteed while some of it can come from commissions.

Accepted Answer

A)  straight salary 
B)  straight commission 
C)  combination salary 
D)  drawing account 
E)  operational incentive 
A)  straight salary 
B)  straight commission 
C)  combination salary 
D)  drawing account 
E)  operational incentive

Question 19

A salesperson working under a combination salary plan receives both a base salary and a commission or bonus.

Accepted Answer

A) True 
 B)False

Question 20

Phil,an inexperienced salesperson,is nervous about his ability to close a sale.What type of leadership style would be most appropriate for Phil's supervisor to use?

Accepted Answer

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

All of the following are relationship behaviors EXCEPT:

The use of regressive compensation plans would discourage top performing salespeople from accepting management positions.

Which of the following is an advantage of the straight commission plan?

Which of the following statements describes a disadvantage inherent in the straight salary compensation plan?

Under the straight salary compensation plan,management is able to project compensation expenses several years in advance.

According to the text,more firms use incentive travel programs than merchandise awards to motivate salespeople.

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

Your new boss gives very detailed instructions and closely watches your progress.This shows your boss's:

Which of the following compensation plans is considered the simplest?

A straight salary plan:

What are the three basic elements of the straight commission plan?

Describe a regressive commission plan.When would a company use a regressive commission plan?

Salespeople should receive evaluations at the end of every performance cycle.

Which of the following leadership styles is characterized by high task behavior and low relationship behavior?

A bonus is a financial reward given in addition to what is usually earned over an extended period of time.

_____ is a process by which the sales manager uses both task and relationship behaviors to influence the activities of salespeople.

Under a _____ plan,a proportion of the salesperson's total pay is guaranteed while some of it can come from commissions.

A salesperson working under a combination salary plan receives both a base salary and a commission or bonus.

Phil,an inexperienced salesperson,is nervous about his ability to close a sale.What type of leadership style would be most appropriate for Phil's supervisor to use?

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

All of the following are relationship behaviors EXCEPT:

The use of regressive compensation plans would discourage top performing salespeople from accepting management positions.

Which of the following is an advantage of the straight commission plan?

Which of the following statements describes a disadvantage inherent in the straight salary compensation plan?

Under the straight salary compensation plan,management is able to project compensation expenses several years in advance.

According to the text,more firms use incentive travel programs than merchandise awards to motivate salespeople.

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

Your new boss gives very detailed instructions and closely watches your progress.This shows your boss's:

Which of the following compensation plans is considered the simplest?

A straight salary plan:

What are the three basic elements of the straight commission plan?

Describe a regressive commission plan.When would a company use a regressive commission plan?

Salespeople should receive evaluations at the end of every performance cycle.

Which of the following leadership styles is characterized by high task behavior and low relationship behavior?

A bonus is a financial reward given in addition to what is usually earned over an extended period of time.

_____ is a process by which the sales manager uses both task and relationship behaviors to influence the activities of salespeople.

Under a _____ plan,a proportion of the salesperson's total pay is guaranteed while some of it can come from commissions.

A salesperson working under a combination salary plan receives both a base salary and a commission or bonus.

Phil,an inexperienced salesperson,is nervous about his ability to close a sale.What type of leadership style would be most appropriate for Phil's supervisor to use?

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