Management of a Sales Force 12th Edition By Rosan Spiro – Test Bank

c11 Key

1. Leadership is a process in which one person influences other people’s behavior toward the accomplishment of specific goals.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #1

2. Good leaders rely more on power than persuasion.
FALSE

Difficulty: Easy
Spiro – Chapter 011 #2

3. The two distinct styles of leadership are transactional and task orientation.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #3

4. Task orientation refers to leader behaviors with a short-term focus on getting the job done.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #4

5. Transactional-oriented leaders are typically very charismatic.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #5

6. High-performing reps that appreciate autonomy respond well to heavy doses of transactional leader behaviors.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #6

7. Transformational leadership behaviors are associated with charismatic leaders.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #7

8. Effective leadership can only be done through one-on-one personal contact between the manager and salesperson.
FALSE

Difficulty: Easy
Spiro – Chapter 011 #8

9. Usually salespeople working on a straight commission generally receive less leadership and supervision than those who work for a straight salary.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #9

10. As a result of more use of the virtual office, sales managers tend to spend more time in the field.
TRUE

Difficulty: Hard
Spiro – Chapter 011 #10

11. A sales manager might be a great manager, but an ineffective leader.
TRUE

Difficulty: Easy
Spiro – Chapter 011 #11

12. It is generally thought to be unwise for a sales manager to accompany a sales rep on a sales call.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #12

13. By far, personal contact is the most important indirect supervisory technique.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #13

14. Tolerating problems without complaining is an example of a citizenship behavior.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #14

15. The telephone is not a supervision tool.
FALSE

Difficulty: Easy
Spiro – Chapter 011 #15

16. When all sales reps of a company are satisfied with their job, then that sales force necessarily has high morale.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #16

17. The most common type of sexual harassment in a sales organization is when a male sales manager harasses one of his subordinate female salespeople.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #17

18. A sales rep uses her cell phone to take a digital photo of a competitors product, and then emails the image to her sales manager. This is an example of telecommunications.
TRUE

Difficulty: Hard
Spiro – Chapter 011 #18

19. Compared to the pre-computer era, the writing of sales reports is much easier and less time consuming.
TRUE

Difficulty: Easy
Spiro – Chapter 011 #19

20. Two members of a sales team text-message each other several times during a teleconference with customers in order to coordinate their selling strategy. This is an example of asynchronous communication.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #20

21. Sales managers in organizations with outcome-based control generally engage in heavy doses of both transactional and transformational leadership.
FALSE

Difficulty: Medium
Spiro – Chapter 011 #21

22. Firms that embrace outcome-based control tend to rely on indirect supervisory aids instead of leadership.
TRUE

Difficulty: Medium
Spiro – Chapter 011 #22

23. Individualized support is a leader behavior that is more likely to be exhibited by sales managers from a behavior-based control system (as opposed to outcome-based).
TRUE

Difficulty: Medium
Spiro – Chapter 011 #23

24. According to a number of research studies, behavior-based control is superior to outcome-based control.
TRUE