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10 Cards in this Set
- Front
- Back
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How a sales manager organizes and deploys the sales force can affect: |
Salespeople perceptions to the job |
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A salesperson's performance is a function of all of the following EXCEPT: |
textural context |
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When considering the five determinants that affect a salesperson's performance it is important to recognize that: |
the determinants interact with each other |
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The role of a salesperson is: |
the set of activities or behaviors the be performed |
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The role of a salesperson is largely defined through the expectations, demands, and pressures communicated by his |
role partners |
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Wilma is a new sales representative. She is not exactly sure what her role is within the organization but is influenced by: |
her sales manager customers her family all of the above |
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Marvin is not sure whether his company's product will really benefit the customer. He thinks it will but needs specific information to be sure. Marvin is struggling with: |
perceived role ambiguity |
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Leah tells her customer that she has available the billboards the customer wants, not knowing that an executive sales rep has committed those billboards to a national account. Leah is experiencing: |
role inaccuracy |
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One reason industrial salespeople often experience role inaccuracy, conflict, and ambiguity is: |
they spend to much time out of the office with customers |
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A certain amount of role conflict and ambiguity enables salespeople to: |
Make creative decisions |
