Devry MKTG420 week 6 quiz

1. (TCO 7) You are well aware that your salespeople look up to you for advice and guidance. In a sense, you are a constant role model. However, you also know that without _________, role modeling has no effect on salesperson job satisfaction or performance. (Points : 5) trust
humor
fear
personality
ego

Question 2. 2. (TCO 7) As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments, and always present a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as which of the following? (Points : 5) Consistent with those behaviors from a boss A part of coaching called role modeling A part of feedback called mirroring A part of image management to get a promotion None of the above

Question 3. 3. (TCO 7) "Before we go in to this account, what is your objective for this call?" This question is primarily asked to observe a salesperson's development in which area? (Points : 5) Planning Attitude Knowledge Selling skills Probing skills

Question 4. 4. (TCO 8) As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completely self-motivated. You don't need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive? (Points : 5) The Competitor The Ego-driven The Achiever The Service-oriented A combination of all of the above

Question 5. 5. (TCO 8) _______________ are more optimistic goals used to stimulate the sales force, whereas _______________ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives. (Points : 5) Sales forecasts, quotas Quotas, sales forecasts Quotas, sales potentials Sales potentials, quotas

Question 6. 6. (TCO 8) Motivation is an individual's willingness to exert effort to achieve the organization's goals, while satisfying individual needs. Inherent in this definition are which of these three components? (Points : 5) Persistence, intensity, organizational goals Effort, individual needs, organizational goals Direction, individual needs, effort Individual needs, effort, direction Effort, intensity, organizational goals

Question 7. 7. (TCO 9) The statement that "any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by which of the following? (Points : 5) Plato Machiavelli Charles Darwin The conventional moralists None of the above

Question 8. 8. (TCO 9) Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism. Which philosophy leads to better ethical decision making? (Points : 5) In general, relativism leads to better ethical decisions. Usually, idealism leads to better ethical decisions. Relativism and idealism produce about the same quality of ethical decision making. The quality of ethical decisions is only indirectly affected by relativism and idealism. None of the above

Question 9. 9. (TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following? (Points : 5) To fire unethical people To fire people who have had traffic violations To get the backing of the CEO Initiate a drug testing program None of the above

Question 10. 10. (TCO 9) The first step in attempting to arrive at a decision for a moral problem is to do which of the following? (Points : 5) Create alternative solutions Write down your recommendation Assemble the facts Conduct in-depth analysis Recognize the dilemma