Ch 17 Flashcards
People who rise to the position of sales manager must understand the difference between ________ skills.
leadership and management
Leadership is the process of ________.
inspiring, influencing, and guiding employees to participate in a common effort
Sales management includes ________.
the process of planning, implementing, and controlling the personal sales effort
A sales manager who displays _____ is more likely to have relationships with salespeople that are characterized by mutual trust, respect for salespeople’s ideas, and consideration for their feelings.
consideration
Although qualities of effective leaders are subject to debate, most research tells us that such people display two dimensions: ________.
structure and consideration
Sales managers who develop a leadership style that combines the two dimensions of structure and consideration possess the skills needed to be an effective ________.
coach
A major goal of coaching is to improve performance while ________.
enabling sales managers and salespeople to maintain a relationship based on mutual respect and trust
Most sales managers are involved directly or indirectly in the selection of salespersons. This an important responsibility because ________.
mistakes might be costly to the firm’s financial health and image
To increase the quality of new hires, many companies are placing more emphasis on ________.
personality and skills testing
To decide what type of applicant is needed the sales manager should first ________.
determine the actual job requirements
Selecting the best-qualified candidate is never easy, but some qualifications and characteristics to look for are ________.
general mental ability, high level of interest and enthusiasm, and a high degree of self-motivation
Once you have the best person in place, two steps should be taken to ensure this person becomes a productive staff member. Those steps are a(n) ________.
thorough orientation to your business operation and a training program to help the person achieve success
A training program should have three dimensions, which are ________.
product and associated knowledge, attitude about the company and customer, and skills applying personal selling principles and practices
A(n) _____ is an intrinsic reward that occurs when a duty or task is performed.
internal motivation
Intrinsic motivators have ________ on employee attitudes and behavior.
a longer-term effect
________ are examples of extrinsic motivation.
Sales contests, prizes, and money
Sales managers need to ________ to select the most effective motivators.
discover individual differences between salespeople
Sales managers who want highly motivated salespeople develop plans that reward ________.
sales collaboration and sales achievement
Compensation plans for salespeople combine ________.
direct and indirect compensation
More and more companies are abandoning compensation plans linked to a single target such as a sales quota. This plan encourages continuous ________.
follow-up, which results in repeat sales
_____ is a compensation plan that is usually more company centered and has financial security.
Straight salary
Strategic compensation planning helps guide salespeople in the right direction. These might be designed to achieve a variety of objectives including ________.
specific product movement, percentage sales increase, establishment of new accounts, and increased sales activity
A major responsibility of the sales manager is ________.
assessing sales force productivity
Sales managers use both ________ criteria to assess sales force productivity.
qualitative and quantitative
In most cases, it is best to emphasize sales productivity assessment criteria that can be ________.
expressed in numbers (quantitativ)
