Question 1

Which of the following leadership styles includes these elements: articulating a vision, leading as a role model, encouraging acceptance of group goals, giving individual support, and providing intellectual stimulation?

Accepted Answer

The leadership style described includes elements of transformational leadership, which involves inspiring and motivating followers to achieve a shared vision and work towards common goals. Transformative leaders act as role models, encourage acceptance of group goals, provide individual support, and stimulate creativity and innovation.

Question 2

According to the textbook, what is the final step in the sales training process?

Accepted Answer

Conduct follow-up and evaluation is the final step in the sales training process, as it helps to determine if the training program was effective and if the sales staff were able to apply what they learned on the job. This step involves collecting feedback, analyzing data, and making any necessary adjustments to the training program for future use.

Question 3

What is the term for the process of continually developing salespeople by providing feedback and serving as a role model?

Accepted Answer

The term for the process of continually developing salespeople by providing feedback and serving as a role model is coaching. Coaching involves providing ongoing feedback, mentoring, and training to salespeople to help them improve their skills, performance, and results. A good coach serves as a role model for the sales team, demonstrating the behaviors and skills required for success in the role.

Question 4

According to the textbook, which of the following best summarizes the correct use of power in sales leadership, management, and supervision?

Accepted Answer

The textbook discusses that a sales manager should not be afraid to use power when necessary, but should use it carefully by considering all factors influencing a particular situation. This includes taking into account the salesperson's own goals and motivations, as well as the ethical implications of the use of power. Additionally, the textbook notes that effective use of power often involves a combination of different forms of power, rather than relying only on one (such as the power to reward).

Question 5

Which leadership style concentrates on inspiring employees to engage in certain behaviours and to perform at high levels?

Accepted Answer

Transformational leadership style focuses on inspiring and motivating employees to achieve goals beyond their self-interests and perform at higher levels. The leader provides support, individualized consideration, intellectual stimulation, and leadership vision to employees, resulting in a highly motivated workforce that is committed to achieving organizational goals. This style of leadership inspires positive changes, and employees are emotionally committed and highly productive, leading to improved organizational performance.

Question 6

With respect to motivation, which concept refers to the salesperson's ongoing choice to expend effort in performing job-related activities, particularly in the face of adversity?

Accepted Answer

Persistence refers to the salesperson's ongoing choice to expend effort in performing job-related activities, particularly in the face of adversity. It is the ability of the salesperson to keep working towards the goals despite the obstacles or setbacks. Intensity refers to the amount of effort or energy the salesperson puts towards achieving the goals, task orientation refers to the focus on the process or steps to completing a task, and direction refers to the salesperson's choice of goals or objectives.

Question 7

According to the textbook, what is the term for sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis?

Accepted Answer

Sales supervision refers to the ongoing process of sales managers working with subordinates to guide and support their performance. Sales leadership is a broader term that includes setting a vision and direction for the sales team, while sales management can include a range of activities such as planning, organizing, and controlling sales activities. Sales performance evaluation is a specific aspect of sales management that involves assessing the effectiveness of individual salespeople or the sales team as a whole.

Question 8

In addition to using coaching as a primary communications and developmental tool, what should sales managers do to maintain effective communications with their salespeople?

Accepted Answer

Seeking feedback from salespeople and other stakeholders allows sales managers to understand their team's needs and concerns, which is critical in maintaining effective communications. Additionally, using persuasion instead of threats can improve relationships and trust between the manager and salespeople.

Answer: B
 The use of technology, such as video conferencing or messaging apps, can improve communication and supervision even when salespeople are working remotely. This can help ensure that salespeople have the necessary support and resources to meet their targets.

Answer: A, D 
 Maintaining high levels of motivation through reward and recognition programs is an effective way to motivate salespeople. Combining this with seeking feedback from salespeople and stakeholders can provide valuable insights and help build strong relationships with the team. Tight discipline on timely submission of call reports may be necessary, but it should not be the primary focus of communications with salespeople.

Question 9

According to the textbook, how is the leader-member exchange (LMX) model of leadership style best characterized?

Accepted Answer

The leader-member exchange (LMX) model is best characterized as a trust-based approach developed through demonstrated expertise, dependability, candour, compatibility, and being responsive to the needs of the other party. This approach is based on forming high-quality relationships between leaders and subordinates, which leads to better outcomes for both parties.

Question 10

In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?

Accepted Answer

The combination of intensity (level of effort), direction (focus on specific tasks), and persistence (continued effort over time) all relate to the concept of motivation. Salespeople who are motivated are more likely to use their time effectively and efficiently, leading to increased productivity and sales success. Task orientation, sales focus, and productivity are all important concepts related to sales performance, but they do not encompass the full range of factors that contribute to a salesperson's use of time on the job.

Question 11

Marc-André is a sales manager who relies heavily on rewards and punishment to lead his salespeople. How would his leadership style best be characterized?

Accepted Answer

Marc-André's leadership style is best characterized as transactional, as he uses rewards and punishment to motivate his salespeople. This leadership style is focused on maintaining order and exchanging rewards for performance, rather than inspiring or transforming the team.

Question 12

What is the term for an overall assessment of how well the sales organization achieved its goals and objectives?

Accepted Answer

Sales organization effectiveness is the term that refers to an overall assessment of how well the sales organization achieved its goals and objectives. It encompasses various factors including strategy, structure, processes, and people.

Question 13

With respect to motivation, which concept refers to the amount of mental and physical effort a salesperson expends in performing job-related activities?

Accepted Answer

Intensity is the concept that refers to the amount of mental and physical effort a salesperson expends in performing job-related activities. Task orientation refers to the degree to which a salesperson focuses on the tasks and activities that lead to achieving their goals. Persistence refers to the salesperson's ability to stick with tasks and overcome obstacles. Direction refers to the salesperson's goals and the degree to which they align with the organization's goals.

Question 14

According to the textbook, to be effective, what should sales training objectives be?

Accepted Answer

Sales training objectives should be specific, measurable, and obtainable to ensure that the training is targeted and effective in achieving desired outcomes.

Question 15

According to the textbook, what is the term for managing an organization's personal selling function to include planning, implementing, and controlling the sales management process?

Accepted Answer

Sales management is the term used for managing an organization's personal selling function, which includes planning, implementing, and controlling the sales management process. A is incorrect because sales leadership refers to the ability to inspire and lead a sales team. C is incorrect because sales supervision refers to the specific act of supervising sales personnel. D is incorrect because sales control is another aspect of sales management, which includes monitoring and evaluating sales performance.

Question 16

According to the textbook, which activities influence others to achieve shared goals that advance the organization?

Accepted Answer

Sales leadership influences others to achieve shared goals that advance the organization by providing vision, direction, and motivation.

Question 17

Which type of sales training would a sales manager with a large proportion of his or her salesforce being newly hired most likely provide?

Accepted Answer

Salespeople who are newly hired are more likely to require product knowledge training to learn about the company's offerings and how to effectively sell them. This type of training would help new salespeople understand the value of the products or services, leading to improved performance.

Question 18

What is the term for how well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives?

Accepted Answer

Salesperson performance refers to how well salespeople execute the tasks required for their roles, including their outcomes and contributions to the goals of the organization.

Question 19

With respect to motivation, which concept refers to how a salesperson spends his or her time on job-related activities?

Accepted Answer

Direction refers to how a salesperson allocates their time and effort among various job-related activities, indicating the focus of their motivation.

Question 20

According to the textbook, what is the title of sales managers who have salespeople reporting directly to them and who spend a considerable amount of time working with salespeople in their respective territories?

Accepted Answer

According to the textbook, the title of sales managers who have salespeople reporting directly to them and who spend a considerable amount of time working with salespeople in their respective territories is "field sales managers".

Quiz 11: Sales Management and Sales 2.0