Module 2 Subtopic 3

Question 1

The Determinants of Successful Sales Performance (2)

Answer 1

1. Training and development
2. A strong ego, self-confidence, decisiveness, and a need for achievement

Question 2

Variables that cause differences in performance across salespeople (6)

Answer 2

1. Aptitude
2. Personal Characteristics
3. Skill Levels
4. Role Perceptions
5. Motivation
6. Organizational & Environmental Factors

Question 3

Native abilities and enduring personal traits relevant to the performance of job activities (e.g. mental abilities, personality traits)

Answer 3

Aptitude

Question 4

Physical traits, family background, education, work and sales experience, lifestyle, and so forth

Answer 4

Personal Characteristics

Question 5

Learned proficiencies at performing job activities

Answer 5

Skill Levels

Question 6

Perceptions of job demands and the expectations of role partners

Answer 6

Role Perceptions

Question 7

desire to expend effort on specific job activities

Answer 7

Motivation

Question 8

Sales potential of salesperson’s territory, autonomy, company’s competitive strength and so forth

Answer 8

Organizational & Environmental Factors

Question 9

Management Actions for Aptitude

Answer 9

Recruitment and selection policies

Question 10

Management Actions for Personal Characteristics

Answer 10

Recruitment and selection policies

Question 11

Management Actions for Skill Levels

Answer 11

Training and Supervision

Question 12

Management Actions for Role Perceptions

Answer 12

Training and Supervision; account management policies

Question 13

Management Actions for Motivation

Answer 13

Compensation and reward systems

Question 14

Management Actions for Organizational & Environmental Factors

Answer 14

Sales force organization; territory design; marketing programs

Question 15

Factors controlled or influenced by sales managers account for the largest variance in sales performance. (3)

Answer 15

1. Role Perception
2. Skills
3. Motivation

Question 16

T or F
Research suggests successful salespeople are both born and made.

Answer 16

True

Question 17

Odds a salesperson will quit or be terminated in first five years of employment

Answer 17

50/50

Question 18

T or F
People lacking necessary personal traits/abilities tend to leave before training and experience can make them productive sales performers

Answer 18

True

Question 19

Many firms may spend between $_____ and $______ annually training a new recruit

Answer 19

7,000 and 100,000

Question 20

____ to _____ months before a new rep generates adequate sales to cover compensation and expenses

Answer 20

3 to 12

Question 21

Characteristics of Successful Salespeople: What Managers Seek… (6)

Answer 21

1. Enthusiasm
2. Organizational skills
3. Ambition
4. Persuasiveness
5. Communication skills
6. General sales experience

Question 22

Overview of Research Findings (3)

Answer 22

1. Demographic and Physical Variables
2. Gender and Race
3. Social Changes Have Improved Employment Opportunities

Question 23

Recent data suggests women account for approximately __% of sales reps and hold less than __% of sales management positions

Answer 23

25, 20

Question 24

T or F
There are still compensation issues for women

Answer 24

True

Question 25

Perception that older salespeople lack energy is supported by research

Answer 25

False

Question 26

(Positive/Negative) trends in employment of women and minorities in recent years

Answer 26

Positive

Question 27

T or F
Growing numbers of successful minority salespeople and sales managers provides strong evidence of performance capabilities

Answer 27

True

Question 28

T or F
Minority salespeople have no major difficulties in gaining access to customers

Answer 28

True

Question 29

T or F
Saleswomen have shown no difference in productivity from male counterparts however, there are still surveys that indicate some managers preference for working with salesmen

Answer 29

True

Question 30

T or F
Research suggests variations in sales performance are greater within groups than between groups

Answer 30

True

Question 31

These two are important in maintaining successful relationships with clients

Answer 31

physical appearance and image

Question 32

T or F
Studies often hypothesize that salespeople are most successful when they are dealing with prospects that are similar to themselves in demographics, personality traits, and attitudes

Answer 32

True

Question 33

T or F
Nearly 2/3 of salespeople have a college degree

Answer 33

True

Question 34

demonstrated knowledge, motivation, professionalism

Answer 34

College Education

Question 35

provide context for people dealing with customers

Answer 35

Life Experiences

Question 36

These two are among the best predictors of sales success, accounting for an average of 20% of the variance in performance

Answer 36

Personal history and family background

Question 37

to predict performance varies greatly across types of sales jobs

Answer 37

Sales Aptitude

Question 38

are all relatively uncorrelated sales performance

Answer 38

General intelligence tests, measures of verbal ability and fluency, and tests of math ability

Question 39

a good indicator of success in selling

Answer 39

Ability to think logically and display flexibility in solving problems

Question 40

positively related to retail and call centers

Answer 40

Extroversion

Question 41

positively related to B2B sales

Answer 41

Introversion

Question 42

key characteristic for success

Answer 42

Cooperative Behavior

Question 43

Variables that have been shown to be different across different kinds of selling environments (6):

Answer 43

Personal History and Family Background
Sales Aptitude
Dominance
Self-Esteem
Sales Presentation Skills
Interpersonal Skills