SALES FORCE MANAGEMENT EXAM #2
QUESTIONS WITH COMPLETE
SOLUTIONS!!
1 of 79
Definition
-Charismatic leaders
-Provides support for their subordinates
-Transforms basic values, beliefs, and attitudes of followers such that they
are willing to perform above and beyond expectations.
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Centralized Training Transactional Leadership
, Transformational Leadership Combination plan
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2 of 79
Definition
Extrinsic - provided by others
Intrinsic - come from performing the task itself
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Extrinsic V. Intrinsic Rewards Sales Contests
Supervisory Aids And Tools Decentralized Training
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3 of 79
Definition
This theory highlights that motivation is partly a decision-
making process that evaluates effort for outcomes.
1.)If I put in effort, can I expect to perform at the required
task?
, 2.) Will performing this act or task achieve a desired
outcome?
3.) Can I expect the outcome will be available and
forthcoming?
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Relationship between
Expectancy Theory and Teaching Methods
Equity Theory
uses of regressive commission Expectancy Theory
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4 of 79
Term
When are expense quotas used?
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Sales reps should be able to maintain approximately the same
standard of living on the road as at home. They should not have to
sacrifice comfort to stay within expense limits.
- lead to undesirable selling methods - overstocking,
overselling, pressure tactics
- can create morale problems
- decline in sales occurs after the contest ends
, Expense quotas are meant to make salespeople more aware
of cost and profits than of pure volume goals. They may have
a negative effect if the rep focuses on cutting cost rather than
boosting sales.
When the firm wants to encourage the sales of items that have higher
profit
margins. High volume does not mean high profits if the items sold have
low profit margins.
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5 of 79
Definition
-Task oriented
-Clarifies company rules
-Activities regarding day-to-day operations
-Involves one-way communication
-Verbal feedback in form of reward or punishment
Give this one a try later!
Transactional Leadership Exponential Smoothing Model
Participative Leadership Limitations of a sales contest
Don't know?
6 of 79
QUESTIONS WITH COMPLETE
SOLUTIONS!!
1 of 79
Definition
-Charismatic leaders
-Provides support for their subordinates
-Transforms basic values, beliefs, and attitudes of followers such that they
are willing to perform above and beyond expectations.
Give this one a try later!
Centralized Training Transactional Leadership
, Transformational Leadership Combination plan
Don't know?
2 of 79
Definition
Extrinsic - provided by others
Intrinsic - come from performing the task itself
Give this one a try later!
Extrinsic V. Intrinsic Rewards Sales Contests
Supervisory Aids And Tools Decentralized Training
Don't know?
3 of 79
Definition
This theory highlights that motivation is partly a decision-
making process that evaluates effort for outcomes.
1.)If I put in effort, can I expect to perform at the required
task?
, 2.) Will performing this act or task achieve a desired
outcome?
3.) Can I expect the outcome will be available and
forthcoming?
Give this one a try later!
Relationship between
Expectancy Theory and Teaching Methods
Equity Theory
uses of regressive commission Expectancy Theory
Don't know?
4 of 79
Term
When are expense quotas used?
Give this one a try later!
Sales reps should be able to maintain approximately the same
standard of living on the road as at home. They should not have to
sacrifice comfort to stay within expense limits.
- lead to undesirable selling methods - overstocking,
overselling, pressure tactics
- can create morale problems
- decline in sales occurs after the contest ends
, Expense quotas are meant to make salespeople more aware
of cost and profits than of pure volume goals. They may have
a negative effect if the rep focuses on cutting cost rather than
boosting sales.
When the firm wants to encourage the sales of items that have higher
profit
margins. High volume does not mean high profits if the items sold have
low profit margins.
Don't know?
5 of 79
Definition
-Task oriented
-Clarifies company rules
-Activities regarding day-to-day operations
-Involves one-way communication
-Verbal feedback in form of reward or punishment
Give this one a try later!
Transactional Leadership Exponential Smoothing Model
Participative Leadership Limitations of a sales contest
Don't know?
6 of 79
