Question 1

Ernesto sells for Environ-Safety Inc., a company that was started by two environmentalists who use organic means to clean up man-made toxic spills. One partner believes that to sell Environ-Safety products, its salespeople should act as missionary salespeople and teach customers how to avoid spills. The other partner believes that it is the duty of its salespeople to convince customers why organic products are better at clean-ups than others. Most likely Ernesto is experiencing:

Accepted Answer

Ernesto is experiencing a conflict between the two different role expectations set by the two partners of Environ-Safety Inc. This conflict can cause stress and confusion for the salesperson and may interfere with achieving optimal performance.

Question 2

What should your cover letter for a response to a job posting contain?

Accepted Answer

The answer of What should your cover letter for a...

Question 3

Bianca is looking for a job in publishing sales. Where can she look to find opportunities?

Accepted Answer

The answer of Bianca is looking for a job in...

Question 4

_____ occurs when the salesperson is not sure what actions are required.

Accepted Answer

Role ambiguity occurs when a salesperson is uncertain about what is expected of them or what actions they should take. This can create confusion and decrease their effectiveness.

Question 5

What is the difference between conventional résumés and functional résumés?

Accepted Answer

The answer of What is the difference between conventional résumés...

Question 6

For Emily Tanner in the opening profile about eRewards, how did joining a relatively small and new company work to her career advancement advantage?

Accepted Answer

The answer of For Emily Tanner in the opening profile...

Question 7

Chandler is a new salesperson who is not sure what he should do. His sales job requires so many things, and he's not sure what's most important to his success or his company's. The term for what Chandler is experiencing is:

Accepted Answer

Chandler is experiencing role ambiguity, where he is not clear on what is expected of him in his sales job, leading to confusion and uncertainty.

Question 8

Darryl wants to go to Panama City with some friends this weekend, but his best customer is opening a new store and Darryl thinks he should be there. Darryl's dilemma is an example of:

Accepted Answer

Darryl's dilemma is an example of role conflict, where he is facing a conflict between his personal and professional roles. He wants to go to Panama City with his friends but also thinks he should be present at his best customer's new store opening.

Question 9

_____ refers to the degree to which the salesperson's perceptions of the sales role are correct.

Accepted Answer

The answer of _____ refers to the degree to which...

Question 10

Mandy works for a company that wholesales to grocery stores. She is unsure whether she should spend her time in convincing store owners to carry her company's products or in promoting the products to support her company's pull strategy. Mandy is experiencing:

Accepted Answer

Mandy's uncertainty about where to focus her efforts suggests that she does not have a clear understanding of her role and responsibilities. This is a classic case of role ambiguity.

Question 11

Companies often use assessment centers to interview, test, and watch the interviewee go through simulated job experiences. What purpose does this job simulation serve?

Accepted Answer

The answer of Companies often use assessment centers to interview,...

Question 12

Molly sells for Aquarium Pharmaceuticals, Inc., a manufacturer of products to maintain aquariums and ponds. She has promised one of her bigger customers that she will host an in-store seminar on how to set up a garden pond on April 12. She has been told by her supervisor that she will attend a trade show in Chicago on the same day. Molly is likely experiencing:

Accepted Answer

Molly is experiencing role conflict because she has conflicting expectations from her customer and her supervisor on the same day.

Question 13

What five important sources of information do employers use to evaluate candidates?

Accepted Answer

The answer of What five important sources of information do...

Question 14

The best way to handle role stress is to:

Accepted Answer

Increasing role accuracy by clarifying responsibilities and expectations can help reduce role stress by providing clearer guidance and reducing ambiguity. Simply quitting the job or refusing to perform tasks may not be feasible or practical solutions. Observing others may provide some insight, but it is not necessarily a comprehensive solution. Relaxation techniques can be helpful, but they do not address the underlying causes of role stress.

Question 15

The most common form of felt stress is:

Accepted Answer

Role stress refers to the stress that results from conflicting demands and expectations placed on an individual in their role or position. It is the most common form of felt stress. Contextual uncertainty refers to the stress that arises from uncertainty in the work environment, situational stress refers to stress that arises from a specific situation, while the stress interview and subliminal terror are both uncommon forms of stress that are not typically experienced in day-to-day life.

Question 16

In "What the Recruiter Says" what advice does Dawn Loehr offer college students preparing for a career in sales?

Accepted Answer

The answer of In "What the Recruiter Says" what advice...

Question 17

What four questions should a candidate ask to determine whether there is a good match with a company?

Accepted Answer

The answer of What four questions should a candidate ask...

Question 18

Why is it important for the person being interviewed for a job to know if his or her interviewer is a sales manager or a personnel manager?

Accepted Answer

The answer of Why is it important for the person...

Question 19

_____ is psychological distress brought about by job demands or constraints encountered in the work environment.

Accepted Answer

The term used to describe psychological distress caused by job demands or constraints is "job stress" or "work-related stress." Of the options provided, the closest is "felt stress." Options A, B, D, and E are not accurate descriptors of this phenomenon.

Question 20

Robert sells a full line of wood working machines--from sawmills to machines that cut wood veneers. His sales manager wants him to spend his time selling. But, his customers expect him to spend a large part of his time showing them how to install, operate, and maintain their equipment. What can Robert do to handle his role stress?

Accepted Answer

Robert can ask his sales manager to clarify his duties, which may help him balance his responsibilities and reduce role stress.

Quiz 17: Managing Your Career