14 Aug (TCO 7) You are well aware that your salespeople look up to you for advice an

(TCO 7) 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.
trust
humor
fear
personality
ego
: See page 247
Points Received: 5 of 5
Comments:
Question 2. Question
:
(TCO 7) As a sales manager, you go out of your way to
personally demonstrate proper selling technique to salespeople, show up on time
to meetings and appointments, and always present a professional image through
appropriate dress and grooming. Your actions are likely seen by your sales
staff as which of the following?
Consistent
with those behaviors from a boss
A
part of coaching called role modeling
A
part of feedback called mirroring
A
part of image management to get a promotion
None
of the above
: See page 247
Points Received: 5 of 5
Comments:
Question 3. Question
:
(TCO 7) “Before we go in to this account, what is your
objective for this call?” This question is primarily asked to observe a
salesperson’s development in which area?
Planning
Attitude
Knowledge
Selling
skills
Probing skills
: See page 246
Points Received: 0 of 5
Comments:
Question 4. Question
:
(TCO 8) As a new first-line sales manager, you would like to
understand what motivates each salesperson. Joe, one of your salespeople, is a
person who is almost completely self-motivated. You don’t need to do much of
anything to keep this person going. Joe always sets high goals for himself and
likes it when the branch achieves its monthly quota, regardless of who sold the
most to make that possible. Based on this information, you determine that Joe
has which motivational drive?
The
Competitor
The
Ego-driven
The
Achiever
The
Service-oriented
A
combination of all of the above
: See page 281
Points Received: 5 of 5
Comments:
Question 5. Question
:
(TCO 8) _______________ are more optimistic goals used to
stimulate the sales force, whereas _______________ are the maximum share of
demand in each product market that a multi-product firm can attain under ideal
conditions, and are generally unrealistic objectives.
Sales forecasts, quotas
Quotas,
sales forecasts
Quotas,
sales potentials
Sales
potentials, quotas
: See page 287
Points Received: 0 of 5
Comments:
Question 6. Question
:
(TCO 8) Motivation is an individual’s willingness to exert
effort to achieve the organization’s goals, while satisfying individual needs.
Inherent in this definition are which of these three components?
Persistence,
intensity, organizational goals
Effort,
individual needs, organizational goals
Direction,
individual needs, effort
Individual
needs, effort, direction
Effort,
intensity, organizational goals
: See page 279
Points Received: 5 of 5
Comments:
Question 7. Question
:
(TCO 9) The statement that “any person who decides in
every situation to act as a good man is bound to be destroyed in the company of
so many men who are not good” was made by which of the following?
Plato
Machiavelli
Charles
Darwin
The
conventional moralists
None
of the above
: See page 262
Points Received: 5 of 5
Comments:
Question 8. Question
:
(TCO 9) Two ways to describe individual moral philosophies
that are relevant to business decision making are relativism and idealism.
Which philosophy leads to better ethical decision making?
In
general, relativism leads to better ethical decisions.
Usually,
idealism leads to better ethical decisions.
Relativism
and idealism produce about the same quality of ethical decision making.
The quality of ethical decisions
is only indirectly affected by relativism and idealism.
None
of the above
: See page 261
Points Received: 0 of 5
Comments:
Question 9. Question
:
(TCO 9) An excellent way for a manager to build a strong
sales ethics program is which of the following?
To
fire unethical people
To
fire people who have had traffic violations
To
get the backing of the CEO
Initiate
a drug testing program
None
of the above
: See page 272
Points Received: 5 of 5
Comments:
Question 10. Question
:
(TCO 9) The first step in attempting to arrive at a decision
for a moral problem is to do which of the following?
Create
alternative solutions
Write
down your recommendation
Assemble the facts
Conduct
in-depth analysis
Recognize
the dilemma
: See page 264
Points Received: 0 of 5
Comments: (TCO 7) 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. trust humor fear personality ego : See page 247 Points Received: 5 of 5 Comments: Question 2. Question
: (TCO 7) As a sales manager, you go out of your way to
personally demonstrate proper selling technique to salespeople, show up on time
to meetings and appointments, and always present a professional image through
appropriate dress and grooming. Your actions are likely seen by your sales
staff as which of the following? Consistent
with those behaviors from a boss A
part of coaching called role modeling A
part of feedback called mirroring A
part of image management to get a promotion None
of the above : See page 247 Points Received: 5 of 5 Comments: Question 3. Question
: (TCO 7) “Before we go in to this account, what is your
objective for this call?” This question is primarily asked to observe a
salesperson’s development in which area? Planning Attitude Knowledge Selling
skills Probing skills : See page 246 Points Received: 0 of 5 Comments: Question 4. Question
: (TCO 8) As a new first-line sales manager, you would like to
understand what motivates each salesperson. Joe, one of your salespeople, is a
person who is almost completely self-motivated. You don’t need to do much of
anything to keep this person going. Joe always sets high goals for himself and
likes it when the branch achieves its monthly quota, regardless of who sold the
most to make that possible. Based on this information, you determine that Joe
has which motivational drive? The
Competitor The
Ego-driven The
Achiever The
Service-oriented A
combination of all of the above : See page 281 Points Received: 5 of 5 Comments: Question 5. Question
: (TCO 8) _______________ are more optimistic goals used to
stimulate the sales force, whereas _______________ are the maximum share of
demand in each product market that a multi-product firm can attain under ideal
conditions, and are generally unrealistic objectives. Sales forecasts, quotas Quotas,
sales forecasts Quotas,
sales potentials Sales
potentials, quotas : See page 287 Points Received: 0 of 5 Comments: Question 6. Question
: (TCO 8) Motivation is an individual’s willingness to exert
effort to achieve the organization’s goals, while satisfying individual needs.
Inherent in this definition are which of these three components? Persistence,
intensity, organizational goals Effort,
individual needs, organizational goals Direction,
individual needs, effort Individual
needs, effort, direction Effort,
intensity, organizational goals : See page 279 Points Received: 5 of 5 Comments: Question 7. Question
: (TCO 9) The statement that “any person who decides in
every situation to act as a good man is bound to be destroyed in the company of
so many men who are not good” was made by which of the following? Plato Machiavelli Charles
Darwin The
conventional moralists None
of the above : See page 262 Points Received: 5 of 5 Comments: Question 8. Question
: (TCO 9) Two ways to describe individual moral philosophies
that are relevant to business decision making are relativism and idealism.
Which philosophy leads to better ethical decision making? In
general, relativism leads to better ethical decisions. Usually,
idealism leads to better ethical decisions. Relativism
and idealism produce about the same quality of ethical decision making. The quality of ethical decisions
is only indirectly affected by relativism and idealism. None
of the above : See page 261 Points Received: 0 of 5 Comments: Question 9. Question
: (TCO 9) An excellent way for a manager to build a strong
sales ethics program is which of the following? To
fire unethical people To
fire people who have had traffic violations To
get the backing of the CEO Initiate
a drug testing program None
of the above : See page 272 Points Received: 5 of 5 Comments: Question 10. Question
: (TCO 9) The first step in attempting to arrive at a decision
for a moral problem is to do which of the following? Create
alternative solutions Write
down your recommendation Assemble the facts Conduct
in-depth analysis Recognize
the dilemma : See page 264 Points Received: 0 of 5 Comments:

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