SALES MANAGEMENT CERTIFICATION EXAM
HIGH-YIELD CUSTOMER RELATIONS AND
SALES PERFORMANCE SUMMARY 2026
◉ Valences are the salesperson's perception of:
(A) How difficult a task will be to perform in his or her working
environment
(B) The linkage between job effort and performance
(C) What rewards he or she is likely to receive as a result of
expending effort
(D) The desirability of receiving more of a particular reward
(E) The relationship between improved job performance and the
attainment of increased rewards.
Answer: D
◉ An extreme view of financial rewards argues that:
(A) Linking pay to performance can have a negative effect on
motivation
(B) Employees become less interested in what they are doing
(C) Extrinsic motivation undermines intrinsic motivation
(D) All of the above
(E) None of the above.
,Answer: D
◉ Which of the following attributions of good performance does not
have a positive impact on the magnitude of a salesperson's
expectancy estimates?
(A) A stable internal factor
(B) A stable external factor
(C) An unstable internal factor
(D) An unstable external factor
(E) None of the above.
Answer: D
◉ During the _____ stage of the sales career path, the salesperson is
likely to have lower expectancy estimates that are often inaccurate
as well as inaccurate instrumentality perceptions.
(A) Exploration
(B) Maintenance
(C) Plateauing
(D) Disengagement
(E) Establishment.
Answer: A
◉ The four stages that make up the sales career path are:
,(A) Exploration, establishment, plateauing and disenfranchisement
(B) Entry-level, growth, plateauing and termination
(C) Exploration, growth, maintenance and attrition
(D) Exploration, growth, maturity and disengagement
(E) Exploration, establishment, maintenance and disengagement.
Answer: E
◉ Which of the following statements about the stages in the sales
career path is true?
(A) Salespeople in the exploration stage would typically have high
valences for higher-order
rewards and higher expectancies than salespeople at other stages
(B) Salespeople in the establishment stage have the highest valence
for promotion and recognition
(C) The point at which a salesperson would be resigned to
remaining in sales would be in the
establishment stage
(D) Job performance is typically poor in the establishment stage
(E) Personal commitment to the job is usually highest in the
exploration stage.
Answer: B
, ◉ During the establishment stage of a salesperson's career, the
salesperson will:
(A) Adjust his or her self-image
(B) Have the lowest instrumentality perceptions and valences for
both higher-order and lower order
needs
(C) Produce superior results on the job in order to be promoted
(D) Need close and supportive supervision
(E) Reassess career with possible redirection.
Answer: C
◉ During the disengagement stage of a salesperson's career, the
salesperson will:
(A) Maintain a high performance level
(B) Balance the conflicting demands of career and family
(C) Have the lowest instrumental perceptions and valence for both
higher-order and lower-order
rewards
(D) Need supportive supervision
(E) Adjust to working with greater autonomy.
Answer: C
◉ Which of the following is one of the major causes of plateauing?
HIGH-YIELD CUSTOMER RELATIONS AND
SALES PERFORMANCE SUMMARY 2026
◉ Valences are the salesperson's perception of:
(A) How difficult a task will be to perform in his or her working
environment
(B) The linkage between job effort and performance
(C) What rewards he or she is likely to receive as a result of
expending effort
(D) The desirability of receiving more of a particular reward
(E) The relationship between improved job performance and the
attainment of increased rewards.
Answer: D
◉ An extreme view of financial rewards argues that:
(A) Linking pay to performance can have a negative effect on
motivation
(B) Employees become less interested in what they are doing
(C) Extrinsic motivation undermines intrinsic motivation
(D) All of the above
(E) None of the above.
,Answer: D
◉ Which of the following attributions of good performance does not
have a positive impact on the magnitude of a salesperson's
expectancy estimates?
(A) A stable internal factor
(B) A stable external factor
(C) An unstable internal factor
(D) An unstable external factor
(E) None of the above.
Answer: D
◉ During the _____ stage of the sales career path, the salesperson is
likely to have lower expectancy estimates that are often inaccurate
as well as inaccurate instrumentality perceptions.
(A) Exploration
(B) Maintenance
(C) Plateauing
(D) Disengagement
(E) Establishment.
Answer: A
◉ The four stages that make up the sales career path are:
,(A) Exploration, establishment, plateauing and disenfranchisement
(B) Entry-level, growth, plateauing and termination
(C) Exploration, growth, maintenance and attrition
(D) Exploration, growth, maturity and disengagement
(E) Exploration, establishment, maintenance and disengagement.
Answer: E
◉ Which of the following statements about the stages in the sales
career path is true?
(A) Salespeople in the exploration stage would typically have high
valences for higher-order
rewards and higher expectancies than salespeople at other stages
(B) Salespeople in the establishment stage have the highest valence
for promotion and recognition
(C) The point at which a salesperson would be resigned to
remaining in sales would be in the
establishment stage
(D) Job performance is typically poor in the establishment stage
(E) Personal commitment to the job is usually highest in the
exploration stage.
Answer: B
, ◉ During the establishment stage of a salesperson's career, the
salesperson will:
(A) Adjust his or her self-image
(B) Have the lowest instrumentality perceptions and valences for
both higher-order and lower order
needs
(C) Produce superior results on the job in order to be promoted
(D) Need close and supportive supervision
(E) Reassess career with possible redirection.
Answer: C
◉ During the disengagement stage of a salesperson's career, the
salesperson will:
(A) Maintain a high performance level
(B) Balance the conflicting demands of career and family
(C) Have the lowest instrumental perceptions and valence for both
higher-order and lower-order
rewards
(D) Need supportive supervision
(E) Adjust to working with greater autonomy.
Answer: C
◉ Which of the following is one of the major causes of plateauing?
