MKTG 470 Ch. 5
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
Petra is trying to increase the sense of job satisfaction among her salespeople. She will likely consider which of the following dimensions of job satisfaction?
All of the above
Which of the following organizational citizenship behaviors are exemplified by mentioning younger salespeople?
Alturism
The Army recruiter is trying to sell the recent high school graduate on a career in the military. With the phrase, "Be all that you can be." the recruiter is using ____ a recruitment tool.
An intrinsic reward
Which of the following statements about the aptitude component of the model of sales performance is true?
Aptitude includes verbal intelligence, mathematical ability and sales expertise
Researchers measuring aptitude have learned that:
Aptitude is very task-specific
role expectations
Are accurately described by none of the above
Which of the following statements about the components of role perceptions is true?
Business to business salespeople are particularly vulnerable to role inaccuracy, conflict, and ambiguity
The sales performance model suggests that personal, organizational and environmental variables influence sales performance directly and
By influencing other performance determinants such as role perceptions and motivation
Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve over all performance of the organization?
Civic Virtue
A salesperson's role is:
Defined as the activities and behaviors performed by any individual occupying the sales position
Sales managers can reduce the amount of the role ambiguity and conflict the sales force experiences by;
Doing any or all of the above
Bill Jason overheard a salesperson ask. "If I put more effort into my job, will I increase my performance?" In terms of motivation, the question deals with
Expectancy
Which of the following statements about role accuracy is true?
General role inaccuracy can occur at almost any job dimension that also gives rise to role ambiguity and conflict
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
With increased use of remote offices, research indicates salespeople perceive
Increased role stress
In small doses, role conflict and ambiguity provide the salesperson and the organization with some stress. This stress:
Is a healthy situation since low levels of stress lead to adaption and change
Perceived role of inaccuracy is distinguishable from the other role perception variables by the fact that it
Is largely an unrealized perception
In which of the following examples will the salesperson described be most vulnerable to role inaccuracy, conflict, and ambiguity?
Karen Rankin sells management consulting to businesses that want to set up an Internet retailing site
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 the salesperson's perception of his or her role in the organization is true?
Occupants of innovative roles frequently face situations where they have no standard procedures or past experiences to guide them
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
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
Which of the following statements about the salesperson's role in the organization is true?
Role is defined by the expectations and demands communicated by members of one's own role set, by the personal perceptions of those demands and finally by the personal behavior of the individual
Mallory frequently hears her salespeople comment that their work is not very exciting. Which of the following dimensions will she hopefully assess and attempt to change?
The job itself
All of the following are examples of organizational variables that would influence sales performance EXCEPT:
The number of competitors in a territory
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
