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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Leadership of a Sales Force

Chapter 11 Multiple Choice Quiz


1	Personal characteristics associated with excellent leadership include all of the following, except:
		A)	high self-confidence
		B)	older age (50 years, plus)
		C)	high energy level
		D)	creativity
		E)	eagerness to take risks


2	Transactional leadership involves all of the following, except:
		A)	verbal feedback
		B)	task orientation
		C)	charisma
		D)	one-way communication
		E)	clarifying company rules, policies, and procedures


3	Transformational leaders do not merely bark orders - they lead by exampl This leader behavior that best represents this is:
		A)	role modeling
		B)	articulating a vision
		C)	fostering group goals
		D)	providing individualized support
		E)	giving verbal feedback


4	Situational leadership involves which of the following leader behaviors?
		A)	informing basic rules
		B)	verbal feedback
		C)	articulating a vision
		D)	individualized support
		E)	All of the above


5	Indirect supervisory techniques include all of the following, except:
		A)	sales meetings.
		B)	territories
		C)	quotas
		D)	expense accounts
		E)	compensation plans


6	Outcomes of effective leadership include citizenship behaviors, an example of which is when a rep:
		A)	offers tips and encouragement to a struggling fellow rep
		B)	always shows up to work on time, never missing meetings
		C)	tolerates problems without complaining
		D)	volunteer to serve on a committee
		E)	All of the above


7	All reps of a given sales force having high job satisfaction is:
		A)	necessary and sufficient for high group morale
		B)	necessary but not sufficient for high group morale
		C)	neither necessary nor sufficient for high group morale
		D)	completely unrelated to group morale
		E)	Both C and D are correct


8	Illicit drug use among salespeople is:
		A)	easy to detect
		B)	extremely rare - occurring in less than 1% of all salespeople
		C)	a pervasive and costly problem
		D)	Both A and B are correct
		E)	Both A and C are correct


9	Third-party sexual harassment is when:
		A)	the sales manager harasses a subordinate
		B)	a salesperson harasses a fellow salesperson
		C)	a customer harasses a salesperson
		D)	All of the above
		E)	None of A-B-C is correct


10	Ineffective leadership can lead to:
		A)	poor performance problems
		B)	substance abuse problems
		C)	problems with reps padding expense accounts
		D)	problems with reps mistreating customers
		E)	All of the above

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