Question 1

You are well aware that your salespeople look up to you for advice and guidance. In a sense you are a constant role model. However, you also know that without _________, role modeling has no effect on salesperson job satisfaction or performance.

Accepted Answer

A)   trust
B)   humor
C)   fear
D)   personality
E)   ego A

Question 2

Alcohol abuse is much more prevalent among salespeople than among people in other industries.

Accepted Answer

A) True 
 B)False  False

Question 3

In the redesign phase of a change management project the manager typically implements the support programs of the firm.

Accepted Answer

A) True 
 B)False  False

Question 4

Most research shows that it is easy to develop a highly effective selling team and that a majority of sales teams today are highly effective.

Accepted Answer

A) True 
 B)False

Question 5

A sales manager who learns about a customer's sexual harassment behaviors toward one of his or her salespeople, but does nothing about it could be held personally liable for damages.

Accepted Answer

A) True 
 B)False

Question 6

You have just taken a job with a financial services company. You quickly realize that the sales manager provides direction in every aspect of the job, from what to say on the phone in prospecting to what to write in a thank you note. No deviations from these procedures are permitted. This manager is using the _____________ leadership style.

Accepted Answer

A)   selling
B)   authoritative
C)   telling
D)   supporting
E)   delegating

Question 7

Which of the following is a source of leadership power?

Accepted Answer

A)   legitimate
B)   expertise
C)   referent
D)   coercive
E)   all of the above

Question 8

As a newly hired salesperson, you have been assigned to a territory where your manager basically communicates in a style that tells you when and how to close a sale, with little opportunity for feedback or questions from you. This is an example of which leadership style?

Accepted Answer

A)   telling
B)   delegating
C)   supporting
D)   selling
E)   authoritative

Question 9

Effective selling teams have the ability to work within their own company and champion new ideas for customized customer solutions.

Accepted Answer

A) True 
 B)False

Question 10

Reliance on financial rewards may not instill long-term commitment to an organization.

Accepted Answer

A) True 
 B)False

Question 11

One method that has been proven effective to speed implementation of a change management project is a pilot test.

Accepted Answer

A) True 
 B)False

Question 12

Some of your salespeople have been selling for your company for over 15 years. You are somewhat concerned about plateauing. Which of the following actions will help to avoid a loss of salespeople because of plateauing?

Accepted Answer

A)   provide encouragement to continue using their own successful methods of selling.
B)   Reinforce current job attributes.
C)   introduce job-enrichment opportunities such as increased responsibilities in gathering competitive intelligence.
D)   introduce large financial incentives to go into management
E)   all of the above

Question 13

In putting together a sales team with members from different branch offices, you are concerned that individual differences might pose a problem in the functioning of the team. Which of the following is a true statement about the sales team?

Accepted Answer

A)   Research suggests that sales teams will always function if enough monetary incentives are provided.
B)   Regardless of the different cultures from the branch offices, a team consisting of good closers will always get the job done.
C)   Research suggests that, above all else, the manager should make sure each team member has a high level of trust with one another.
D)   A sales team's approach to its customers will not be affected by changes in the competitive landscape in which it operates.
E)   Effective selling teams should be externally focused with little or no expertise in dealing with different divisions or business units within their own company.

Question 14

A salesperson complying with a sales manager's request because the sales manager said "Don't ask me why, just do it please" is an example of which kind of power?

Accepted Answer

A)   legitimate
B)   expertise
C)   referent
D)   coercive
E)   reward

Question 15

A sales manager whose behavior is consistent with the both the values the sales manager upholds and the goals of the organization is providing the role-modeling dimension of coaching.

Accepted Answer

A) True 
 B)False

Question 16

According to the text, which of the following is not commonly discussed during sales meetings?

Accepted Answer

A)   new product information
B)   advanced selling methods
C)   explain new marketing programs
D)   sales force feedback about field conditions
E)   all of the above are considered common meeting topics or objectives

Question 17

The transformational leadership style motivates salespeople by relying on rewards and punishment to maintain control.

Accepted Answer

A) True 
 B)False

Question 18

Role modeling and coaching can overcome a lack of trust in the sales manager.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following key issues is least likely to be considered by a sales manager when planning a sales meeting?

Accepted Answer

A)   budgets
B)   agendas
C)   location
D)   refreshments
E)   all of the above are important issues to consider

Question 20

Empowerment refers to a leader's ability to increase his or her influence in the organization.

Accepted Answer

A) True 
 B)False

Exam 9: Leadership

You are well aware that your salespeople look up to you for advice and guidance. In a sense you are a constant role model. However, you also know that without _________, role modeling has no effect on salesperson job satisfaction or performance.

Alcohol abuse is much more prevalent among salespeople than among people in other industries.

In the redesign phase of a change management project the manager typically implements the support programs of the firm.

Most research shows that it is easy to develop a highly effective selling team and that a majority of sales teams today are highly effective.

A sales manager who learns about a customer's sexual harassment behaviors toward one of his or her salespeople, but does nothing about it could be held personally liable for damages.

Which of the following is a source of leadership power?

As a newly hired salesperson, you have been assigned to a territory where your manager basically communicates in a style that tells you when and how to close a sale, with little opportunity for feedback or questions from you. This is an example of which leadership style?

Effective selling teams have the ability to work within their own company and champion new ideas for customized customer solutions.

Reliance on financial rewards may not instill long-term commitment to an organization.

One method that has been proven effective to speed implementation of a change management project is a pilot test.

Some of your salespeople have been selling for your company for over 15 years. You are somewhat concerned about plateauing. Which of the following actions will help to avoid a loss of salespeople because of plateauing?

In putting together a sales team with members from different branch offices, you are concerned that individual differences might pose a problem in the functioning of the team. Which of the following is a true statement about the sales team?

A salesperson complying with a sales manager's request because the sales manager said "Don't ask me why, just do it please" is an example of which kind of power?

A sales manager whose behavior is consistent with the both the values the sales manager upholds and the goals of the organization is providing the role-modeling dimension of coaching.

According to the text, which of the following is not commonly discussed during sales meetings?

The transformational leadership style motivates salespeople by relying on rewards and punishment to maintain control.

Role modeling and coaching can overcome a lack of trust in the sales manager.

Which of the following key issues is least likely to be considered by a sales manager when planning a sales meeting?

Empowerment refers to a leader's ability to increase his or her influence in the organization.