Sales Chapter 11 1 True B False Answer B False Feedback Each Salesperson Will Have Their

Document Type
Test Prep
Book Title
Contemporary Selling: Building Relationships-- Creating Value 5th Edition
Authors
Greg W. Marshall, Mark W. Johnston
1 Promotion is not the long-term goal of a salesperson.
(A) True
(B) False
2 Salespeople’s family members can have a significant effect on job perceptions.
(A) True
(B) False
3 The goal of sales managers should be to eliminate role ambiguity and conflict.
(A) True
(B) False
4 When a sales manager finds the right mix of motivation elements, it will work to motivate
all salespeople in his or her organization.
(A) True
(B) False
5 Research has proven that people with sales aptitude are more successful.
(A) True
(B) False
6 The role of a salesperson is largely defined by the salesperson’s personal expectations.
(A) True
(B) False
7 Sales managers are responsible for making sure the salesperson understands company
performance expectations.
(A) True
(B) False
8 Sales training should focus on delivering critical product updates and company information.
(A) True
(B) False
9 There should be one set of rewards applied across the entire sales organization.
(A) True
(B) False
10 The more accurate salespeople’s role perceptions, the less motivated they are likely to be.
(A) True
(B) False

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