CHAPTER 6 Multiple Choice
Which of the following individuals is most likely to have a boundary position in a company that manufactures modular homes?
A person who sells the modular homes in the field
Which of the following statements about skills as a component of the model of sales performance is true?
A skill is a learned proficiency at performing a task
Which of the following organizational citizenship behaviors is exemplified by mentoring younger salespeople?
Altruism
Research suggests that a certain degree of role conflict and ambiguity
Can be beneficial to the customer and the organization
Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve the overall performance of the organization?
Civic virtue
Because sales people occupy boundary positions they face the potential of demands from:
Customers Sales managers The company
A salesperson's role is:
Defined as the activities and behaviors performed by any individual occupying the sales position
Which of the following statements about rewards is true?
Extrinsic rewards include pay and promotion
Which of the following is NOT one of the basic factors influencing worker's job performance?
Government
Close supervision of the sales force by the sales manager has been referred to as a two-edged sword because it
Helps reduce role inaccuracy while increasing role ambiguity
Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:
Is largely an unrealized perception
The job itself, fellow workers, supervision, company policies, pay, promotion and advancement opportunities and customers are all dimensions of:
Job satisfaction
Yolanda has a quarterly gathering of her salespeople, giving out awards, announcing promotions and describing the incentives offered for the next quarter. Yolanda is appealing to salespeople's
Low-order needs
Skill levels include all of the following EXCEPT
Motivation
Which of the following statements about how personal, organizational and environmental variables relate to the model of sales performance is true?
Overall, many questions concerning how personal, organizational and environmental variables affect sales performance remain unanswered
The expectations associated with organizational citizenship behaviors are consistent with
Relationship selling
An office equipment salesperson is uncertain about whether he is satisfying his customers' needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment. He is most likely experiencing:
Role ambiguity
There is a level of hostility below which _____ may be benign but above which it will be malign
Role ambiguity and perception
Roger, a sales rep for an office furniture company is not sure whether he should be spending time showing customers how to assemble the furniture. Roger is experiencing __________ concern
Role expectancy
Which of the following statements about the salesperson's role in the organization is true?
Role inaccuracy differs from role conflict and ambiguity because the salesperson does not know he is suffering from role inaccuracy
With increasing complexity in relationships between companies and customers, many sales organizations are using more
Team selling
All of the following are examples of organizational variables that would influence sales performance EXCEPT:
The number of competitors in a territory
The salesperson's role is particularly susceptible to problems with role perception because
The salesperson's role is particularly susceptible to problems with role perception because
Nicole wants to win the trip to Hawaii being offered to the top salesperson this month. Nicole has a high
Valence for rewards
Which of the following statements BEST describes the relationship between supervision and role conflict and ambiguity?
When sales managers structure and define the salesperson's role, he or she seems to experience more conflict
