SALES MANAGEMENT CERTIFICATION EXAM
PRACTICE QUESTIONS WITH DETAILED
EXPLANATIONS 2026
◉ The conceptual framework for studying motivation is called
(A) The peak plateau model
(B) Valence theory
(C) Expectancy theory
(D) Alternative choice theory
(E) Accuracy and magnitude theory.
Answer: C
◉ Which of the following statements about the expectancy theory
and its components is true?
(A) Valence for performance is the perceived desirability of receiving
more of a particular reward
(B) Valence for reward considers the value of both extrinsic and
intrinsic rewards
(C) Expectancy theory is the only theory that completely explains
the motivation process
(D) Instrumentality is the perceived linkage between increased
effort on some task such as
,developing sales presentations and improved performance
(E) Valence for performance determines a salesperson's motivation
to expend effort on a given
task.
Answer: B
◉ Expectancies 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: B
◉ Arnaut finds his top salespeople hold reasonably consistent views
concerning which activities are most important but his low-
performing salespeople do not have similar views.
Arnaut could consider
(A) Less restrictive supervision
(B) Eliminating time allocation schedules
,(C) Using the high performing salespeople as a model for the others
(D) Hiring only experienced salespeople
(E) Recruiting inexperienced salespeople that can be trained from
the beginning to have accurate
expectancy perceptions.
Answer: C
◉ The accuracy of a salesperson's expectancy perceptions indicates:
(A) How clearly the salesperson understands the relationship
between the effort expended and the
resulting achievement
(B) The ranking of rewards attained as a result of improved
performance
(C) The degree to which that individual believes expending effort on
job activities will influence
ultimate job performance
(D) The difficulty assigned to a task in comparison to the reward
offered for performing the task
(E) The degree to which an individual wants extrinsic rewards.
Answer: A
◉ Research indicates that a salesperson's _____________________ will
more accurately perceive the linkages between effort and
performance than the salesperson.
, (A) Family
(B) Coworkers
(C) Manager
(D) Vice President for marketing
(E) All of the above.
Answer: C
◉ One way to describe instrumentalities is, they are a salesperson's
______________ of the
link between job performance and various rewards.
(A) Motivational expectations
(B) Probability estimates
(C) Price controls
(D) Earnings confirmations
(E) Performance attributes.
Answer: B
◉ 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
PRACTICE QUESTIONS WITH DETAILED
EXPLANATIONS 2026
◉ The conceptual framework for studying motivation is called
(A) The peak plateau model
(B) Valence theory
(C) Expectancy theory
(D) Alternative choice theory
(E) Accuracy and magnitude theory.
Answer: C
◉ Which of the following statements about the expectancy theory
and its components is true?
(A) Valence for performance is the perceived desirability of receiving
more of a particular reward
(B) Valence for reward considers the value of both extrinsic and
intrinsic rewards
(C) Expectancy theory is the only theory that completely explains
the motivation process
(D) Instrumentality is the perceived linkage between increased
effort on some task such as
,developing sales presentations and improved performance
(E) Valence for performance determines a salesperson's motivation
to expend effort on a given
task.
Answer: B
◉ Expectancies 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: B
◉ Arnaut finds his top salespeople hold reasonably consistent views
concerning which activities are most important but his low-
performing salespeople do not have similar views.
Arnaut could consider
(A) Less restrictive supervision
(B) Eliminating time allocation schedules
,(C) Using the high performing salespeople as a model for the others
(D) Hiring only experienced salespeople
(E) Recruiting inexperienced salespeople that can be trained from
the beginning to have accurate
expectancy perceptions.
Answer: C
◉ The accuracy of a salesperson's expectancy perceptions indicates:
(A) How clearly the salesperson understands the relationship
between the effort expended and the
resulting achievement
(B) The ranking of rewards attained as a result of improved
performance
(C) The degree to which that individual believes expending effort on
job activities will influence
ultimate job performance
(D) The difficulty assigned to a task in comparison to the reward
offered for performing the task
(E) The degree to which an individual wants extrinsic rewards.
Answer: A
◉ Research indicates that a salesperson's _____________________ will
more accurately perceive the linkages between effort and
performance than the salesperson.
, (A) Family
(B) Coworkers
(C) Manager
(D) Vice President for marketing
(E) All of the above.
Answer: C
◉ One way to describe instrumentalities is, they are a salesperson's
______________ of the
link between job performance and various rewards.
(A) Motivational expectations
(B) Probability estimates
(C) Price controls
(D) Earnings confirmations
(E) Performance attributes.
Answer: B
◉ 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
