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“ SALES MANAGEMENT EXAM 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED
2025 – 2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
exam
Sales Management
The most commonly used definitions of motivation include these three
dimensions:
a. intensity, degree, persistence.
b. severity, direction, perseverance.
c. persistence, intensity, direction.
d. instruction, degree, tenacity.
e. tenacity, persistence, direction.
C
The amount of mental and physical effort put forth by the salesperson is
referring to
a. degree.
b. persistence.
c. tenacity.
d. intensity.
e. direction.
D
The salesperson's choice to expend effort over a period of time, especially
when faced with adverse conditions is referred to as
a. intensity.
b. persistence.
c. tenacity.
d. determination.
e. degree.
B
The motivation task is incomplete unless salespeople's efforts are
a. aimed at improving overall salesforce sales.
b. channeled in directions consistent with the overall strategic role of the
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salesforce within the firm.
c. channeled into profitable activities.
d. concentrated on sales quotas and ineffective activities are eliminated.
e. motivated towards activities that improve the company's bottom line as well
as the corpo-rate image.
B
A salesperson who is intrinsically motivated
a. is motivated by the rewards that the job pro-vides.
b. is motivated by the need for love and belong-ingness.
c. finds the job to be inherently rewarding.
d. finds that the job's fringe benefits, pay, and generous vacation policy
provide motivation.
e. works for the feeling of security offered by the job.
C
A salesperson who is extrinsically motivated
a. would work for the pure pleasure of working.
b. doesn't need or desire formal recognition for outstanding achievements.
c. is motivated by personal growth needs.
d. finds the job to be inherently rewarding.
e. is motivated by the rewards that the job pro-vides.
E
Reward system management involves the selection and utilization of
organizational rewards to
a. direct salespeople's behavior toward the at-tainment of organizational
objectives.
b. reward salespeople for outstanding sales achievements.
c. direct effort toward the attainment of short-term goals (e.g., a sales contest
during a seasonal slump).
d. compensate salespeople, with either financial or nonfinancial rewards,
depending on those desired most by the individual salesperson.
e. compensate salespeople according to the profitability of their total sales to
customers.
A
Compensation rewards might include all of the following except
a. recognition.
b. bonus.
c. promotion.
d. task significance.
e. opportunity for personal growth.
D
Noncompensation rewards include
a. opportunities for promotion.
b. those rewards given for acceptable perfor-mance or effort.
c. any current spendable income.
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d. insurance polices and/or retirement programs.
e. a supportive sales management leadership style.
E
Which of the following is not one of the desired outcomes of an optimal reward
system?
a. Encourage specific activities which are con-sistent with the firm's overall
marketing and salesforce objectives and strategies.
b. Provide a mix of both compensation and noncompensation rewards
comparable to oth-er firms.
c. Attract and retain competent salespeople, thereby enhancing long-term
customer rela-tionships.
d. Be clear and flexible enough to allow the kind of adjustments that facilitate
administration of the reward system.
e. Provide an acceptable ratio of costs and salesforce output in volume, profit,
or other objectives.
B
___________ rewards are those that are given in return for acceptable
performance or effort.
a. Sales
b. Intrinsic
c. Noncompensation
d. Compensatory
e. Compensation
E
According to a survey of sales executives reported in the text, the most
popular sales incentive is
a. plaques/rewards.
b. merchandise/gifts.
c. recognition dinners.
d. cash.
e. leisure trips/travel.
D
What change in the firm's salesforce reward system might be in response to
customer's needs?
a. A pay freeze
b. A change from straight commission to straight salary
c. The introduction of a sales contest
d. A change from straight salary to straight commission
e. A pay raise
B
According to the text, which of the following is not one of the rewards typically
offered to salespeo-ple?
a. social interaction opportunities
b. job security
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c. sense of accomplishment
d. pay
e. promotion
A
Current spendable income includes
a. salaries and commissions, but not bonuses.
b. salaries only.
c. salaries, commissions, and bonuses.
d. any cash award, but not bonuses such as merchandise or free trips.
e. weekly or monthly income, but not rewards made only annually.
C
The reward system practiced by the majority of consumer and industrial firms
is
a. straight salary.
b. salary plus incentives.
c. straight commission plus bonuses.
d. straight salary plus expenses.
e. straight commission.
B
Industries that have traditionally used a straight-commission-based
compensation pay plan include all of the following except
a. real estate.
b. securities.
c. automobiles.
d. wholesalers.
e. computers.
E
If the nonselling administrative duties of the salesperson are of major
importance, this compensation plan is recommended:
a. straight salary.
b. salary plus bonuses.
c. straight commission.
d. salary plus commission.
e. straight commission plus bonuses.
A
Advantages of straight-salary compensation plans include all of the following
except
a. salaries can provide control over salespeople's activities, especially
nonselling activities.
b. the working capital requirements are lessened with the straight-salary
compensation plan.
c. reassigning salespeople and changing sales territories is less of a problem
than with other financial compensation plans.
d. they are the simplest plans to administer, with adjustments usually
“ SALES MANAGEMENT EXAM 1 “ TEST BANK NEWEST 2025 ACTUAL EXAM UPDATED
2025 – 2026 SOLVED QUESTIONS , ANSWERS VERIFIED 100% GRADED A+ (LATEST
VERSION)
exam
Sales Management
The most commonly used definitions of motivation include these three
dimensions:
a. intensity, degree, persistence.
b. severity, direction, perseverance.
c. persistence, intensity, direction.
d. instruction, degree, tenacity.
e. tenacity, persistence, direction.
C
The amount of mental and physical effort put forth by the salesperson is
referring to
a. degree.
b. persistence.
c. tenacity.
d. intensity.
e. direction.
D
The salesperson's choice to expend effort over a period of time, especially
when faced with adverse conditions is referred to as
a. intensity.
b. persistence.
c. tenacity.
d. determination.
e. degree.
B
The motivation task is incomplete unless salespeople's efforts are
a. aimed at improving overall salesforce sales.
b. channeled in directions consistent with the overall strategic role of the
, Page 2 of 52
salesforce within the firm.
c. channeled into profitable activities.
d. concentrated on sales quotas and ineffective activities are eliminated.
e. motivated towards activities that improve the company's bottom line as well
as the corpo-rate image.
B
A salesperson who is intrinsically motivated
a. is motivated by the rewards that the job pro-vides.
b. is motivated by the need for love and belong-ingness.
c. finds the job to be inherently rewarding.
d. finds that the job's fringe benefits, pay, and generous vacation policy
provide motivation.
e. works for the feeling of security offered by the job.
C
A salesperson who is extrinsically motivated
a. would work for the pure pleasure of working.
b. doesn't need or desire formal recognition for outstanding achievements.
c. is motivated by personal growth needs.
d. finds the job to be inherently rewarding.
e. is motivated by the rewards that the job pro-vides.
E
Reward system management involves the selection and utilization of
organizational rewards to
a. direct salespeople's behavior toward the at-tainment of organizational
objectives.
b. reward salespeople for outstanding sales achievements.
c. direct effort toward the attainment of short-term goals (e.g., a sales contest
during a seasonal slump).
d. compensate salespeople, with either financial or nonfinancial rewards,
depending on those desired most by the individual salesperson.
e. compensate salespeople according to the profitability of their total sales to
customers.
A
Compensation rewards might include all of the following except
a. recognition.
b. bonus.
c. promotion.
d. task significance.
e. opportunity for personal growth.
D
Noncompensation rewards include
a. opportunities for promotion.
b. those rewards given for acceptable perfor-mance or effort.
c. any current spendable income.
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d. insurance polices and/or retirement programs.
e. a supportive sales management leadership style.
E
Which of the following is not one of the desired outcomes of an optimal reward
system?
a. Encourage specific activities which are con-sistent with the firm's overall
marketing and salesforce objectives and strategies.
b. Provide a mix of both compensation and noncompensation rewards
comparable to oth-er firms.
c. Attract and retain competent salespeople, thereby enhancing long-term
customer rela-tionships.
d. Be clear and flexible enough to allow the kind of adjustments that facilitate
administration of the reward system.
e. Provide an acceptable ratio of costs and salesforce output in volume, profit,
or other objectives.
B
___________ rewards are those that are given in return for acceptable
performance or effort.
a. Sales
b. Intrinsic
c. Noncompensation
d. Compensatory
e. Compensation
E
According to a survey of sales executives reported in the text, the most
popular sales incentive is
a. plaques/rewards.
b. merchandise/gifts.
c. recognition dinners.
d. cash.
e. leisure trips/travel.
D
What change in the firm's salesforce reward system might be in response to
customer's needs?
a. A pay freeze
b. A change from straight commission to straight salary
c. The introduction of a sales contest
d. A change from straight salary to straight commission
e. A pay raise
B
According to the text, which of the following is not one of the rewards typically
offered to salespeo-ple?
a. social interaction opportunities
b. job security
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c. sense of accomplishment
d. pay
e. promotion
A
Current spendable income includes
a. salaries and commissions, but not bonuses.
b. salaries only.
c. salaries, commissions, and bonuses.
d. any cash award, but not bonuses such as merchandise or free trips.
e. weekly or monthly income, but not rewards made only annually.
C
The reward system practiced by the majority of consumer and industrial firms
is
a. straight salary.
b. salary plus incentives.
c. straight commission plus bonuses.
d. straight salary plus expenses.
e. straight commission.
B
Industries that have traditionally used a straight-commission-based
compensation pay plan include all of the following except
a. real estate.
b. securities.
c. automobiles.
d. wholesalers.
e. computers.
E
If the nonselling administrative duties of the salesperson are of major
importance, this compensation plan is recommended:
a. straight salary.
b. salary plus bonuses.
c. straight commission.
d. salary plus commission.
e. straight commission plus bonuses.
A
Advantages of straight-salary compensation plans include all of the following
except
a. salaries can provide control over salespeople's activities, especially
nonselling activities.
b. the working capital requirements are lessened with the straight-salary
compensation plan.
c. reassigning salespeople and changing sales territories is less of a problem
than with other financial compensation plans.
d. they are the simplest plans to administer, with adjustments usually
