Question 1

Leadership ___ involves four sets of activities: planning, organizing, motivating, and controlling.

Accepted Answer

action

Question 2

___ in the context of real estate sales refers to a burst of creativity that encourages sales associates to use their mental faculties to approach selling situations differently.

Accepted Answer

Inspiration

Question 3

Leadership is about ___: trust, inspiration, and people.

Accepted Answer

effectiveness

Question 4

Management is about ___: systems, processes, procedures, control, and structure.

Accepted Answer

The answer of Management is about ___: systems, processes, procedures,...

Question 5

What types of power does the leadership skill of telling utilize?

Accepted Answer

Telling as a leadership skill often involves the use of coercive power (A) to enforce compliance, reward power (B) to motivate through incentives, and legitimate power (C) based on the leader's position or authority within an organization.

Question 6

Which of the following are dimensions of the leadership skill, according to leadership scholars?

Accepted Answer

The answer of Which of the following are dimensions of...

Question 7

What are the four dimensions of transformational leadership?

Accepted Answer

The answer of What are the four dimensions of transformational...

Question 8

What are some things that task-oriented sales managers will do?

Accepted Answer

The answer of What are some things that task-oriented sales...

Question 9

What forms does the leadership of the sales manager take?

Accepted Answer

Sales managers lead by setting visions for the sales force, motivating them to achieve sales goals, and building morale among the agents. Hiring is a function of management but not specifically a form of leadership. Promoting competition can be a motivational tactic but is not universally considered a form of leadership.

Question 10

Rewarding high performers falls under which type of leadership action?

Accepted Answer

The answer of Rewarding high performers falls under which type...

Question 11

___ leadership is an approach to sales management in which the manager focuses on the personal selling tasks to meet certain sales goals.

Accepted Answer

The answer of ___ leadership is an approach to sales...

Question 12

___ or relationship-focused leadership is an approach in which the sales manager focuses on the satisfaction, motivation, and the general well-being of the sales agents.

Accepted Answer

The answer of ___ or relationship-focused leadership is an approach...

Question 13

A sales manager has two responsibilities with respect to ___: they must encourage members of the sales team to be active in decision making and choose which members of the sales team influence which decisions.

Accepted Answer

The answer of A sales manager has two responsibilities with...

Question 14

___ involves assigning specific selling tasks to different members of the sales force.

Accepted Answer

The answer of ___ involves assigning specific selling tasks to...

Question 15

___ or authoritarian leadership refers to the situation in which the sales manager controls all important decisions of the sales organization, including all the selling-related tasks.

Accepted Answer

The answer of ___ or authoritarian leadership refers to the...

Question 16

Under ___ or participative leadership, the sales manager leads the sales force by encouraging the sales associates to participate in many decisions involving the sales organization.

Accepted Answer

The answer of Under ___ or participative leadership, the sales...

Question 17

___ or delegative leadership is a style in which sales managers takes a very passive approach to the management of the sales force.

Accepted Answer

The answer of ___ or delegative leadership is a style...

Question 18

___ refers to the degree to which the sales manager challenges traditional assumptions and stimulates each agent to be creative to discovering solutions to their clients.

Accepted Answer

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

Question 19

___ refers to the degree to which the sales manager attends to each agent's needs and listens to his concerns.

Accepted Answer