Question 1

Which of the following statements regarding sales leadership is false?

Accepted Answer

Sales leadership is not just about day-to-day control of the salesforce under routine operating conditions. It involves a range of activities, including strategic planning, motivation, coaching, training, and performance management.

Question 2

Which of the following statements regarding sales supervision is true?

Accepted Answer

Sales supervision involves working with subordinates on a day-to-day basis, focusing on direct oversight and guidance.

Question 3

This approach to leadership seeks to catalog behaviors associated with effective leadership:

Accepted Answer

The behavior approach to leadership focuses on identifying behaviors associated with effective leadership, rather than traits or situations. It seeks to identify specific actions and behaviors that successful leaders exhibit, and encourage individuals to adopt these behaviors.

Question 4

Researchers have tried to determine the personality characteristics an effective leader should have by using this method:

Accepted Answer

The trait approach is a method used to identify the personality characteristics that are associated with effective leadership. This approach assumes that leaders posses certain inherent traits that make them effective in their leadership role. Therefore, the most appropriate choice is E.

Question 5

This approach to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate:

Accepted Answer

The contingency approach to leadership suggests that there is no one-size-fits-all approach to leadership and that effective leadership depends on the specific situation or context. This can include situational factors such as the firm's marketing orientation. Therefore, option C is the best choice. Option A (behavior approach), Option B (attribute theory), Option D (state of nature approach), and Option E (trait approach) do not take into account situational factors in the same way.

Question 6

A __________________ is characterized as a contingent reward on contingent punishment orientation.

Accepted Answer

A transactional leadership style is characterized by the use of rewards and punishments to motivate followers. Within this style, the leader operates with a contingent reward on contingent punishment orientation, meaning that rewards are contingent on meeting specific expectations and standards, while punishment is contingent on failing to do so. This style is often used in environments where there is a clear task to be accomplished, and the leader focuses on ensuring that their followers are meeting the performance standard.

Question 7

A __________________ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.

Accepted Answer

The description provided suits the definition of a transformational leadership style, which aims to inspire and motivate subordinates to perform at their best, rather than just enforcing rules and rewarding or punishing performance (as in a transactional leadership style). The other options are not as suitable based on the given description.

Question 8

Which of the following is not a specific aspect of a transformational leadership style?

Accepted Answer

Being dictatorial is not a specific aspect of transformational leadership style. In fact, it contradicts the idea of working collaboratively towards a shared vision and fostering group goals. Transformational leaders are known for being inclusive and empowering, not dictatorial.

Question 9

By using servant leadership, leaders can improve the positive outcomes of transformational leadership by incrementally increasing

Accepted Answer

Servant leadership focuses on serving the needs of followers, which leads to increased job satisfaction and extra-role behaviors. Transformational leadership inspires followers to perform at their best, which leads to improved sales performance. By combining the two, leaders can improve all of these outcomes, as well as attitudes toward helping communities and society. Therefore, option E is the best choice.

Question 10

The __________ model proposes that sales managers interact uniquely with individual salespeople rather than employing a specific leadership style for different situations.

Accepted Answer

The leader-member exchange model proposes that sales managers interact uniquely with individual salespeople, taking into account their strengths, weaknesses, and personal preferences, rather than employing a specific leadership style for different situations. This approach values the importance of building strong relationships between the leader and each team member, which can lead to higher job satisfaction, motivation, and productivity.

Question 11

A positive LMX relationship between sales manager and salespeople can

Accepted Answer

A positive LMX relationship between sales manager and salespeople can have all of the mentioned positive effects on salespeople's commitment to providing superior customer value, workgroup socialization, ethical ambiguity, and intention to behave unethically. When the relationship is positive, salespeople tend to feel supported, encouraged, and respected, which helps them to feel more motivated, engaged, and connected to their work and their organization. It also reduces negative feelings such as ambiguity and disengagement, which can lead to unethical behavior. Therefore, a positive LMX relationship is essential for fostering a productive and ethical workplace culture.

Question 12

Studies have shown that reciprocal trust between sales managers and salespeople has a positive effect on the salesperson-sales manager relationship. The research indicates positive relationships between trust and all of the following except

Accepted Answer

The research indicates that trust has a negative relationship with role conflict, meaning that as trust increases, role conflict decreases. Therefore, option B, satisfaction with the manager, is not negatively affected by trust.

Question 13

When other salespeople believe that a sales manager has valuable knowledge or skills in a given area, the sales manager is able to use

Accepted Answer

Expert power is based on the sales manager's knowledge or skills in a specific area. When other salespeople believe that the sales manager has expertise in a given subject, the manager can use this power to influence them.

Question 14

If a salesperson made this statement regarding his sales manager, "I like him personally and regard him as a friend," the manager is likely exercising what type of power?

Accepted Answer

The salesperson's statement suggests that he likes and respects the sales manager, indicating that the manager has referent power (the power to influence others based on personal likability or respect). The other forms of power, such as expert power (based on knowledge or expertise), legitimate power (based on position or status), reward power (based on the ability to give rewards or incentives) and coercive power (based on the ability to punish or intimidate) may also be exercised by the manager, but the statement specifically suggests referent power.

Question 15

__________ is associated with the right to be a leader, usually as a result of designated organizational roles.

Accepted Answer

Legitimate power is associated with the right to be a leader, usually as a result of designated organizational roles or positions. This type of power comes from the belief that a person has the right to make demands and expect compliance from others based on their position or authority within an organization.

Question 16

If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?

Accepted Answer

The manager is using reward power, as they have the ability to recommend promotions or special privileges as a form of reward for the salesperson's performance.

Question 17

__________ is based on the belief that one party can remove rewards and provide punishment to affect behavior.

Accepted Answer

Coercive power is based on the belief that one party can remove rewards and provide punishment to affect behavior. This type of power is often used as a last resort when other forms of power have been ineffective. It can be seen as a negatively perceived form of power as it involves using threats and punishments to influence behavior.

Question 18

Which of the following statements regarding the power held by an individual in an interpersonal relationship is false?

Accepted Answer

The statement "An individual's objective assessment of where the power lies will determine the effects of power in that interpersonal relationship" is false. Power dynamics in interpersonal relationships are subjective and can vary depending on the individuals involved and the context of their relationship. It is not solely determined by an individual's objective assessment.

Question 19

In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on

Accepted Answer

Sales managers have been criticized for using too much of Reward power, such as offering incentives or promotions to salespeople to meet targets, and Coercive power, such as threatening negative consequences for not achieving sales goals. This can lead to a sales culture that focuses solely on meeting targets at any cost, rather than building strong customer relationships and providing value to customers.

Question 20

These types of power bases have been found to be positively related to salespeople's satisfaction with their sales manager:

Accepted Answer

According to research, expert power and referent power have a positive relationship with salespeople's satisfaction with their sales manager. This means that when the sales manager is perceived as knowledgeable and an admired role model, the salespeople are more likely to be satisfied with their manager. Coercive and reward power are related to performance outcomes but are not necessarily correlated with salespeople's satisfaction with their manager. Legitimate power is based on the manager's position and authority, but it does not necessarily translate into satisfaction if the manager is not seen as competent or effective.

Quiz 6: Sales Leadership, Management, and Supervision