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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

Motivating a Sales Force

Chapter 8 Multiple Choice Quiz


1	Motivation is:
		A)	natural born ability
		B)	the desire to expend effort to fulfill a need
		C)	intelligence
		D)	the feeling of success
		E)	None of the above


2	Intrinsic rewards include:
		A)	a big pay raise
		B)	high praise from the manager
		C)	feeling good about landing a big account
		D)	a promotion from sales rep to sales manager
		E)	All of the above


3	Relative to esteem needs, __________ needs are higher-order.
		A)	self-actualization
		B)	physiological
		C)	safety
		D)	social
		E)	hygiene


4	According to expectancy theory, a sales rep is motivated when:
		A)	higher effort leads to greater performance
		B)	greater performance leads to more rewards
		C)	they value the rewards
		D)	they feel that the rewards are equitable
		E)	All of the above


5	_______________ is when sales reps are not sure what is expected of them.
		A)	motivation
		B)	role conflict
		C)	role ambiguity
		D)	Both B and C
		E)	None of the above


6	A typical plateaued salesperson is ___________ years old that is performing ________ .
		A)	25 years old; below expectations
		B)	50 years old; below expectations
		C)	25 years old; above and beyond expectations
		D)	50 years old; above and beyond expectations
		E)	None of the above


7	Evidence suggests that most salespeople are motivated by:
		A)	financial incentives
		B)	job enrichment
		C)	promotions
		D)	encouragement and praise
		E)	All of the above


8	Managers can enhance a sales rep's job enrichment:
		A)	Through repetition
		B)	By giving them greater responsibility
		C)	By giving them less responsibility
		D)	Giving them easy tasks to complete
		E)	Giving them a pay raise


9	An example of an experience-based incentive is:
		A)	a pay raise
		B)	a promotion
		C)	a trip to a NASA space camp
		D)	encouragement and praise
		E)	All of the above


10	During the _________________ stage of the career cycle, sales reps usually become committed to their occupations, striving to succeed to get ahead.
		A)	exploration
		B)	establishment
		C)	maintenance
		D)	disengagement
		E)	retirement

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