Question 1

_________ refers to the ability to create and articulate a realistic, credible, and attractive vision of the future that improves upon the present situation.

Accepted Answer

Visionary leadership refers to the ability to create and articulate a realistic, credible, and attractive vision of the future that improves upon the present situation.

Question 2

_________ refers to the process of making partners of subordinates by giving them legitimate authority and discretion in decision making and by providing rewards tied to company performance.

Accepted Answer

The answer of _________ refers to the process of making...

Question 3

_________ refers to feelings of power and the subordinate belief in the ability to make a meaningful contribution in influencing organizational performance.

Accepted Answer

The answer of _________ refers to feelings of power and...

Question 4

_________ refers to the involvement of employees with management in shared decision making that enables them to accomplish individual and organizational goals.

Accepted Answer

The answer of _________ refers to the involvement of employees...

Question 5

The philosophy behind empowerment, which focuses on distributing power to lower-level employees, is based on _____________.

Accepted Answer

Participative management involves sharing decision-making authority with employees, aligning with the empowerment philosophy of distributing power to lower-level employees.

Question 6

Empowerment gives subordinates a sense of ownership and responsibility by enabling them to do all except the following

Accepted Answer

Empowerment typically involves decision making, problem solving, and instituting changes, but developing visionary skills is more about personal growth and not directly related to empowerment in a work context.

Question 7

Sales managers can take several steps to ensure the success of an empowerment program except

Accepted Answer

Giving salespeople coercive power is not a recommended step for ensuring the success of an empowerment program, as it can lead to misuse of power and negatively impact team dynamics and morale.

Question 8

To effectively implement an empowerment program, sales managers need to focus on the following except

Accepted Answer

The question asks for the exception, meaning the one that is not needed to effectively implement an empowerment program. Options A, B, and C are all necessary components, so "all the above" is not correct as an exception.

Question 9

To bring out the creativity of their salespeople, many sales managers have empowered them by using "levers of control," which include the following except

Accepted Answer

Ethical standards are not typically considered a "lever of control" in management frameworks. The levers of control usually include diagnostic control systems, beliefs systems, and boundary systems.

Question 10

Developing an empowerment culture in the sales arena entails engendering the following characteristics except

Accepted Answer

Instilling opportunistic behavior is not conducive to an empowerment culture, as it focuses on self-interest rather than collaboration and trust.

Question 11

__________ refers to the process of distributing power to subordinates, which makes them partners entrusted with legitimate authority and discretion in decision-making, and by providing rewards tied to company.

Accepted Answer

Empowerment involves distributing power to subordinates, giving them authority and discretion in decision-making, and linking rewards to company performance.

Question 12

__________ broadly distributes decision-making across the members of an organizational team, so it tends to be seen as horizontal, distributed, collective, dispersed, or collaborative group leadership instead of the traditional narrow "vertical" or "hierarchical" leadership that centers around one key individual or a small group of people.

Accepted Answer

The answer of __________ broadly distributes decision-making across the members...

Question 13

__________ is conceptualized as striving in decision-making to consider and serve the needs of people first ahead of everything else.

Accepted Answer

Servant leadership is a philosophy where the leader's primary goal is to serve others, prioritizing the needs of people first.

Question 14

__________ has been described as the distribution of leadership influence and decision-making across multiple team members instead of only the downward control of subordinates or followers by appointed or elected superior leaders.

Accepted Answer

Shared leadership refers to the distribution of leadership roles and decision-making responsibilities among team members, rather than being concentrated in a single leader.

Question 15

Using an overall team approach to decision-making, shared leadership consists of three basic dimensions which can be succinctly described as:

Accepted Answer

Shared leadership involves shared purpose, social support, and voice, all of which contribute to effective team decision-making and leadership.

Question 16

_________ refers to systematically helping to develop a subordinate's abilities through careful tutoring, personal guidance, and example.

Accepted Answer

Mentoring refers to the process of developing a subordinate's abilities through guidance, tutoring, and setting an example.

Question 17

Curbstone coaching is

Accepted Answer

Curbstone coaching refers to the practice where sales managers accompany salespeople on calls and provide immediate feedback and counseling after the call, often while still in the car or on the way to the next appointment.

Question 18

__________ is a two-way process whereby information is transferred and understood between two or more people.

Accepted Answer

Communication is the process of transferring and understanding information between two or more people.

Question 19

In content listening, the receiver's goal involves

Accepted Answer

In content listening, the receiver's goal is to understand and retain information and identify key points.

Question 20

In critical listening, the receiver's goal involves

Accepted Answer

Critical listening involves evaluating the message by analyzing the logic, evidence, and conclusions presented.

Quiz 10: Sales Force Leadership