Question 1

Arnaut finds his top salespeople hold reasonably consistent views concerning which activities are most important, but his low-performing salespeople do not have similar views. Arnaut could consider:

Accepted Answer

Using the high performing salespeople as a model for the others can be a useful approach as the low performing salespeople may learn from the best practices of their high performing counterparts. This approach helps create a benchmark for the expected performance and can be motivating to low performers to strive to reach that level. Additionally, this method does not involve significant changes in management style or hiring practices.

Question 2

Sally is a sales manager for a coffee distribution company. She is concerned about the ___________ and _______________ of her subordinates' expectancy perceptions.

Accepted Answer

Expectancy theory suggests that employees' beliefs about the relationship between their efforts and performance, and between their performance and outcomes, are critical to their motivation. Magnitude refers to the strength of one's belief that increasing effort will lead to improved performance, and accuracy refers to the extent to which this belief is grounded in reality. Sally is therefore concerned about both the strength and accuracy of her subordinates' expectancy perceptions.

Question 3

The accuracy of a salesperson's expectancy perceptions indicates:

Accepted Answer

The accuracy of a salesperson's expectancy perceptions reflects their understanding of the relationship between the effort put into a task and the resulting achievement. This means that the salesperson is able to accurately assess how much effort they need to put into a task in order to achieve a specific goal.

Question 4

Valences are the salesperson's perception of:

Accepted Answer

Valences refer to the desirability or attractiveness of a particular reward to an individual, indicating how much they value receiving more of that reward.

Question 5

The inaccurate expectancy perceptions in the sales force can be improved:

Accepted Answer

Expanded sales training programs can help improve inaccurate expectancy perceptions by providing salespeople with the knowledge and skills they need to understand and meet expectations effectively.

Quiz 7: Salesperson Performance: Motivating the Sales Force

Arnaut finds his top salespeople hold reasonably consistent views concerning which activities are most important, but his low-performing salespeople do not have similar views. Arnaut could consider:

Sally is a sales manager for a coffee distribution company. She is concerned about the _ and _____ of her subordinates' expectancy perceptions.

The accuracy of a salesperson's expectancy perceptions indicates:

Valences are the salesperson's perception of:

The inaccurate expectancy perceptions in the sales force can be improved: