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Multiple Choice Quiz
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1
A salesperson's role within an organization is influenced by the:
A)Sales manager.
B)Customers.
C)Family.
D)All of the above.
2
When a salesperson does not know whether a prospect is or is not within his or her territory they are experiencing:
A)Perceived role ambiguity.
B)Role inaccuracy.
C)Perceived role conflict.
D)All of the above.
3
When a salesperson thinks he or she is about to be fired but instead receives an award, they are experiencing:
A)Perceived role ambiguity.
B)Role inaccuracy.
C)Perceived role conflict.
D)All of the above.
4
Marketing budgets, market share, and sales manager support for selling efforts are _______________ that influence selling effort.
A)Expectancies.
B)Organizational factors.
C)Environmental variables.
D)Organizational citizenship behaviors.
5
A salesperson who is highly motivated by extrinsic rewards will be most influenced by:
A)Feelings of accomplishment.
B)Personal growth.
C)A sense of self-worth.
D)A promotion
6
Salespeople's family members:
A)Provide intrinsic rewards for salespeople.
B)Help overcome role ambiguity.
C)Can have a significant effect on job perceptions.
D)Are a major source of instrumentalities.
7
To really understand why salespeople perform the way they do, it is necessary to understand:
A)Company policies.
B)What they think role members expect.
C)Intrinsic versus extrinsic reward systems.
D)All of the above.
8
Salespeople are likely to experience more _________ than other people in the company because they work at the boundary of the firm.
A)Role conflict.
B)Constraints
C)Extrinsic motivational conflict
D)All of the above.
9
Effective leaders tailor their style and approach to the kinds of tasks the must be performed and:
A)Their vision of the future.
B)Increasing personal rewards.
C)Offsetting production problems.
D)The needs of the sales force.
10
The more accurate salespeople's role perceptions:
A)The more extrinsic rewards they will receive.
B)The greater the organizational valence.
C)The more motivated they are likely to be.
D)The less often salespeople will need to consult with customers.





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