14 Aug 1. (TCO 7) You are well aware that your salespeople look up to you for advice a

1.
(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.
(Points : 5)

trust
humor
fear
personality
ego

Question 2.
2.
(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?
(Points : 5)

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

Question 3.
3.
(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?
(Points : 5)

Planning
Attitude
Knowledge
Selling skills
Probing skills

Question 4.
4.
(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?
(Points : 5)

The Competitor
The Ego-driven
The Achiever
The Service-oriented
A combination of all of the above

Question 5.
5.
(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.
(Points : 5)

Sales forecasts, quotas
Quotas, sales forecasts
Quotas, sales potentials
Sales potentials, quotas

Question 6.
6.
(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?
(Points : 5)

Persistence, intensity, organizational goals
Effort, individual needs, organizational goals
Direction, individual needs, effort
Individual needs, effort, direction
Effort, intensity, organizational goals

Question 7.
7.
(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?
(Points : 5)

Plato
Machiavelli
Charles Darwin
The conventional moralists
None of the above

Question 8.
8.
(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?
(Points : 5)

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

Question 9.
9.
(TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following?
(Points : 5)

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

Question 10.
10.
(TCO 9) The first step in attempting to arrive at a decision for a moral problem is to do which of the following?
(Points : 5)

Create alternative solutions
Write down your recommendation
Assemble the facts
Conduct in-depth analysis
Recognize the dilemma

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