Reference no: EM13604229

Answer the following 10 Questions below, please use my course textbook ONLY. <br/> <br/>Course Textbook <br/> <br/>Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin. <br/> <br/>Question 1 <br/>When planning and conducting a sales contest, management should: <br/> <br/>a)provide each salesperson with a reasonably equal chance to win. <br/> <br/>b)not build the contest around a theme. <br/> <br/>c)not give cash as an award. <br/> <br/>d)use an outside consulting firm to conduct the contest, thus ensuring objectivity. <br/> <br/>Question 2 <br/>An unwanted side effect of a sales contest might be a(n): <br/> <br/>a)boost of morale. <br/> <br/>b)increase in sales. <br/> <br/>c)motivated salespeople. <br/> <br/>d)decline in post-contest sales. <br/> <br/>Question 3 <br/>Which of the following is the best definition of motivation? <br/> <br/>a)behavior that is consistent with your attitudes <br/> <br/>b)doing things that satisfy you <br/> <br/>c)the desire to expend effort to fulfill a need <br/> <br/>d)your reaction to role conflict and role ambiguity <br/> <br/>Question 4 <br/>The most basic need in Maslow''s hierarchy is_________. <br/> <br/>a)esteem <br/> <br/>b)safety <br/> <br/>c)social <br/> <br/>d)physiological <br/> <br/>Question 5 <br/>Frederick Herzberg, the psychologist, is most closely associated with the ______ theory of motivation. <br/> <br/>a)motivation-hygiene <br/> <br/>b)hierarchy of needs <br/> <br/>c)expectancy <br/> <br/>d)psychoanalytical <br/> <br/>Question 6 <br/>When designing a sales compensation plan, which of the following management tools is likely to be most helpful? <br/> <br/>a)a carefully designed territorial structure <br/> <br/>b)patterned interviews <br/> <br/>c)a job description <br/> <br/>d)the company sales forecast <br/> <br/>Question 7 <br/>A competitive limitation to the straight salary plan for compensating a sales force is: <br/> <br/>a)it offers little direct incentive for the salespeople. <br/> <br/>b)management has more difficulty controlling the activities of the sales force. <br/> <br/>c)it is the highest cost plan of all the major types. <br/> <br/>d)usually it is not simple to understand or economical to administer. <br/> <br/>Question 8 <br/>Regarding the problem of plateau salespeople: <br/> <br/>a)it is an important, but relatively rare problem. <br/> <br/>b)these salespeople should usually be fired. <br/> <br/>c)this is a pervasive problem for sales managers. <br/> <br/>d)these are usually relatively inexperienced salespeople. <br/> <br/>Question 9 <br/>A sales meeting is least likely to be used as a vehicle for: <br/> <br/>a)counseling salespeople about their personal problems. <br/> <br/>b)boosting sales force morale. <br/> <br/>c)improving sales representatives'' selling techniques. <br/> <br/>d)announcing changes in a company''s policies on pricing and channel structure. <br/> <br/>Question 10 <br/>For which of the following products would the straight-commission plan of compensation be most appropriate? <br/> <br/>a)Encyclopedias sold door-to-door <br/> <br/>b)Hammers, wrenches, and nails sold in a hardware store <br/> <br/>c)Potato chips, corn chips, and pretzels sold by a route salesperson <br/> <br/>d)Shoes sold in a large department store <br/>