SALES MANAGEMENT EXAM 2
CHAPTER 6-13 QUESTIONS WITH 100%
CORRECT ANSWERS { GRADED A+}
(6)Which of the following is NOT one of the basic factors influencing worker's job
performance? (pg 209/10)
(A) Role perceptions
(B) Government
(C) Aptitude
(D) Skill level
(E) Motivation - ✔✔Government
(6)Researchers measuring aptitude have learned that:
(A) Broad measures of aptitude are most effective
(B) Aptitude only varies slightly from industry to industry
,(C) Aptitude is very task-specific
(D) Aptitudes can be increased through training
(E) Aptitude is unaffected by an individual's physical characteristics -
✔✔Aptitude is very task-specific
(6)Petra is trying to increase the sense of job satisfaction among her salespeople.
She will likely consider which of the following dimensions of job satisfaction?
(A) Promotion and advancement opportunities
(B) Supervision
(C) Customers
(D) Coworkers
(E) All of the above - ✔✔All of the above
-Promotion and advancement opportunities
- Supervision
- Customers
- Coworkers
, (6)In small doses, role conflict and ambiguity provide the salesperson and the
organization with some stress. This stress:
(A) Is the normal state of affairs for everyday existence and businesses could not
operate without it
(B) Produces an unhappy situation because stress reduces productivity
(C) Can be eliminated by more training and closer supervision
(D) Is a healthy situation since low levels of stress lead to adaptation and change
(E) Prevents salespeople from taking on any innovative roles - ✔✔Is a healthy
situation since low levels of stress lead to adaptation and change
(6)Sales managers can reduce the amount of role ambiguity and conflict the sales
force experiences by:
(A) Giving them an input in determining the standards by which they are evaluated
(B) Providing them with sales training opportunities
(C) Giving salespeople a greater voice in what they do and how they do it
(D) Altering the organization's span of control
(E) Doing any or all of the above - ✔✔Doing any or all of the above
CHAPTER 6-13 QUESTIONS WITH 100%
CORRECT ANSWERS { GRADED A+}
(6)Which of the following is NOT one of the basic factors influencing worker's job
performance? (pg 209/10)
(A) Role perceptions
(B) Government
(C) Aptitude
(D) Skill level
(E) Motivation - ✔✔Government
(6)Researchers measuring aptitude have learned that:
(A) Broad measures of aptitude are most effective
(B) Aptitude only varies slightly from industry to industry
,(C) Aptitude is very task-specific
(D) Aptitudes can be increased through training
(E) Aptitude is unaffected by an individual's physical characteristics -
✔✔Aptitude is very task-specific
(6)Petra is trying to increase the sense of job satisfaction among her salespeople.
She will likely consider which of the following dimensions of job satisfaction?
(A) Promotion and advancement opportunities
(B) Supervision
(C) Customers
(D) Coworkers
(E) All of the above - ✔✔All of the above
-Promotion and advancement opportunities
- Supervision
- Customers
- Coworkers
, (6)In small doses, role conflict and ambiguity provide the salesperson and the
organization with some stress. This stress:
(A) Is the normal state of affairs for everyday existence and businesses could not
operate without it
(B) Produces an unhappy situation because stress reduces productivity
(C) Can be eliminated by more training and closer supervision
(D) Is a healthy situation since low levels of stress lead to adaptation and change
(E) Prevents salespeople from taking on any innovative roles - ✔✔Is a healthy
situation since low levels of stress lead to adaptation and change
(6)Sales managers can reduce the amount of role ambiguity and conflict the sales
force experiences by:
(A) Giving them an input in determining the standards by which they are evaluated
(B) Providing them with sales training opportunities
(C) Giving salespeople a greater voice in what they do and how they do it
(D) Altering the organization's span of control
(E) Doing any or all of the above - ✔✔Doing any or all of the above
