Question 1

Sales management activities are related to the planning, implementation, and control of the sales management process.

Accepted Answer

A) True 
 B)False

Question 2

According to the text, sales managers can use reward power as a basis for developing influence strategies based on

Accepted Answer

A)  relationships. 
B)  domination. 
C)  persuasion. 
D)  threats. 
E)  promises.

Question 3

Some research indicates that effective leaders employ multiple leadership styles, depending upon the situation.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not a suggestion offered to sales managers for developing their power bases?

Accepted Answer

A)  Listen to your sales team's wants, needs, and dreams. 
B)  Align the sales team with the firm's corporate culture. 
C)  Meet key customers and industry leaders. 
D)  Use sales contests to motivate salespeople. 
E)  Make appearances at image-enhancing events.

Question 5

Coaching conversations should be interactive.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements regarding the power held by an individual in an interpersonal relationship is false?

Accepted Answer

A)  The possession and use of power will have a major impact on the quality of leadership achieved by a sales manager. 
B)  The power held by an individual in an interpersonal relationship can be one or more of five types. 
C)  An individual's objective assessment of where the power lies will determine the effects of power in that interpersonal relationship. 
D)  Sales managers who wish to become effective leaders should develop referent and expert power bases. 
E)  Coercive power is based on a belief that one party can remove rewards and provide punishment to affect behavior.

Question 7

This influence strategy might involve "office politics" and the use of third parties to influence others.

Accepted Answer

A)  threats 
B)  persuasion 
C)  manipulation 
D)  domination 
E)  relationships

Question 8

Amoral management actively incorporates moral considerations into all aspects of management.

Accepted Answer

A) True 
 B)False

Question 9

Assigning a salesperson lacking self-confidence to work temporarily with a confident senior salesperson is one way of using the relationships influence strategy.

Accepted Answer

A) True 
 B)False

Question 10

____________ coaching focuses on aligning the sales conversation with the customer's path, uncovering customer needs, communicating and demonstrating value to the customer, and sales call skills such as rapport building, communication, use of visuals, closing, etc.

Accepted Answer

A)  Lead and opportunity 
B)  Funnel or pipeline 
C)  Skills and behaviors 
D)  Account 
E)  Territory

Question 11

Threats typically produce better compliance than can be gained by promises.

Accepted Answer

A) True 
 B)False

Question 12

A transactional leadership style is represented by an orientation toward inspiring subordinates to engage in desired behaviors and perform at high levels.

Accepted Answer

A) True 
 B)False

Question 13

Studies have shown that reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship. The research indicates positive relationships between trust and all of the following except

Accepted Answer

A)  job satisfaction. 
B)  role conflict. 
C)  satisfaction with the manager. 
D)  a willingness to change. 
E)  goal commitment.

Question 14

When a sales manager provides the salesperson with information on how and why, the desired outcome is achieved, he/she is using this coaching technique:

Accepted Answer

A)  outcome feedback. 
B)  repetition. 
C)  cognitive feedback. 
D)  sharing information. 
E)  referent power.

Question 15

According to the text, research suggests that more frequent and informal communication between a sales manager and salespeople is likely to result in better _______________ and greater ____________________.

Accepted Answer

A)  organizational commitment, job satisfaction 
B)  customer satisfaction, job performance 
C)  job performance, organizational commitment 
D)  job performance, job satisfaction 
E)  job performance, job commitment

Question 16

In an effort to increase salespeople's ethical standards, Certified Professional Salespeople are asked to pledge to all of the following except:

Accepted Answer

A)  to respect and protect proprietary and confidential information entrusted to them by their company. 
B)  to maintain honesty and integrity in their relationships with customers and prospective customers. 
C)  to avoid obtaining information about competitors that could assist in making sales presentations. 
D)  to keep abreast of all pertinent information that would assist their customers in achieving goals related to their product(s) or service(s). 
E)  to portray their competitors and their products and services only in a manner that is honest and truthful.

Question 17

In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on

Accepted Answer

A)  reward and coercive power. 
B)  legitimate and reward power. 
C)  coercive and referent power. 
D)  expert and referent power. 
E)  referent and coercive power.

Question 18

A positive LMX relationship between sales manager and salespeople can influence salespeople's commitment to providing superior customer value.

Accepted Answer

A) True 
 B)False

Question 19

Organizational strategy that promotes giving managers free rein with personal ethics applied only on an individual basis, is part of this type of ethical management:

Accepted Answer

A)  immoral management. 
B)  incorruptible management. 
C)  moral management. 
D)  amoral management. 
E)  unethical management.

Question 20

The two types of relationships that can affect influence processes are based on which two power bases?

Accepted Answer

A)  Referent and legitimate 
B)  Legitimate and reward 
C)  Coercive and referent 
D)  Expert and referent 
E)  Referent and coercive

Exam 6: Sales Leadership, Management, and Supervision

Sales management activities are related to the planning, implementation, and control of the sales management process.

According to the text, sales managers can use reward power as a basis for developing influence strategies based on

Some research indicates that effective leaders employ multiple leadership styles, depending upon the situation.

Which of the following is not a suggestion offered to sales managers for developing their power bases?

Coaching conversations should be interactive.

Which of the following statements regarding the power held by an individual in an interpersonal relationship is false?

This influence strategy might involve "office politics" and the use of third parties to influence others.

Amoral management actively incorporates moral considerations into all aspects of management.

Assigning a salesperson lacking self-confidence to work temporarily with a confident senior salesperson is one way of using the relationships influence strategy.

____________ coaching focuses on aligning the sales conversation with the customer's path, uncovering customer needs, communicating and demonstrating value to the customer, and sales call skills such as rapport building, communication, use of visuals, closing, etc.

Threats typically produce better compliance than can be gained by promises.

A transactional leadership style is represented by an orientation toward inspiring subordinates to engage in desired behaviors and perform at high levels.

Studies have shown that reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship. The research indicates positive relationships between trust and all of the following except

When a sales manager provides the salesperson with information on how and why, the desired outcome is achieved, he/she is using this coaching technique:

According to the text, research suggests that more frequent and informal communication between a sales manager and salespeople is likely to result in better _ and greater ______.

In an effort to increase salespeople's ethical standards, Certified Professional Salespeople are asked to pledge to all of the following except:

In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on

A positive LMX relationship between sales manager and salespeople can influence salespeople's commitment to providing superior customer value.

Organizational strategy that promotes giving managers free rein with personal ethics applied only on an individual basis, is part of this type of ethical management:

The two types of relationships that can affect influence processes are based on which two power bases?