ch 14

Question 1

determinants of salesperson performance

Answer 1

Role perceptions
Aptitude
Motivation
Skill level

Question 2

Expectancy Model of Motivation: Expectancy

Answer 2

likelihood that increased effort will lead to greater performance

Question 3

Expectancy Model of Motivation: Instrumentality

Answer 3

likelihood that greater performance will lead to more rewards

Question 4

Expectancy Model of Motivation: Valence

Answer 4

Importance of receiving more of certain rewards

Question 5

what counts most in motivating a sales force?

Answer 5

• a clear sales task
• need for achievement
• incentive compensation and recognition
  good leadership

Question 6

what skills do salespeople need to get first place

Answer 6

connect
convince
collaborate

Question 7

three dimensions of role perception

Answer 7

role accuracy–Are the salesperson’s perceptions of the demands being placed upon him or her correct?

role conflict–Are the role demands from two or more role partners incompatible?

role ambiguity–Salesperson does not have the necessary information to perform the job adequately.

Question 8

efficiency

Answer 8

the rate at which the sales force converts its money investment into sales calls

Question 9

effectiveness

Answer 9

the buyer’s response to the calling level of the selling organization

Question 10

geographic structure

Answer 10

Individual salespeople are assigned to geographic territories

Each salesperson is responsible for performing all activities necessary to sell all the products

Question 11

market based structure

Answer 11

focuses on the firm’s most important asset: the customer

Question 12

product based structure

Answer 12

focuses on the firm’s product line

Question 13

activity based structure

Answer 13

focuses on specializing in performing different selling functions

Question 14

mixed structure

Answer 14

uses acitivty based, market based and product based structures

Question 15

what are three tips for sales managers

Answer 15

recruit selectively
train liberally
cull deliberately

Question 16

five steps in recruiting and selecting

Answer 16

1- define the job
2- profile the ideal candidate
3- find and attract pool of applicants
4- select sales personnel
5- evaluate the process

Question 17

where do you find the right candidates for salespeople

Answer 17

• existing sales people
• key customers
• trade shows
  competitors’ reps