Chapter 14Leading the Sales TeamMULTIPLE CHOICE QUESTIONSA 33214-1 Leadership is the ability to:A. influence other people toward the attainment of objectivesB. sellC. find new sales prospects and turn them into customersD. perform administrative tasksE. use computer-based inventory control systemsE 33214-2 The attainment of organizational goals in an effective and efficient manner through planning, organizing, staffing, directing, and controlling organizational resources is called:A. delegationB. power assignmentC. leadershipD. marketingE. planningB 33214-3 A traditional leader using traditional management techniques:A. creates an atmosphere of changeB. will often stress the impersonal aspects of performanceC. has more commitment to his or her subordinates than to the firmD. tends to be less predictable and may not conform to organizational normsE. motivates people to do more than normally expectedC 33314-4 According to the text, leaders do NOT possess:A. a strong sense of purposeB. the ability to learnC. a strong risk-avoidance mechanismD. a self-knowledgeE. an ability to establish human relationships based on trust, respect, and caringE 33314-5 Effective leaders are:A. risk-avoiders B. self-centered C. easily distractedD. inefficient communicatorsE. none of the aboveC 33314-6 The study of leadership has identified six factors important to the attainment of acceptable levels of performance. Which of the following is one of those factors?A. the organizational missionB. the type of organizational structureC. the sales manager himself or herselfD. the reward systemE. the number of staff people involvedB 33414-7 _____ is the ability to influence the behavior of others.A. Motivation B. Power C. ControlD. AuthorityE. DelegationB 33514-8 Legitimate power is based on an individual's:ability to recommend punishment or bestow rewardsformal position in the organizationD. special skill regarding the task performed by followersD. personalityE. ability to command respect and admiration from his/her subordinatesB 33514-9 To help meet your college expenses, you have taken a job flipping burgers at a fast-food restaurant. Your boss is a 17 year old high school junior who has worked there almost two years. You are expected to take orders from this younger person because she has _____ power.A. reward B. expert coercive observablereferentA 33514-10 One of your teachers offers a participation bonus in her class. You really don't like to take part in class discussions, but you need the points, so you talk. Your behavior is being influenced by _____ power.A. reward B. legitimate C. coercive D. expertE. referentC 33514-11 If Max Avram does not met his sales quota this month, his sales manager has the _____ power necessary to fire him.A. rewardB. leadership C. coercive D. expert E. referentD 33514-12 Deanna Stein is a "superstar" salesperson in her region. She has demonstrated skill and knowledge in her work. The other salespeople often go to her for advice on how to close a sales. Deanna has _____ power.A. rewardB. legitimate C. coercive D. expertE. referentE 33514-13 _____ power is based on the followers' respect and admiration toward the leader.A. Reward B. Legitimate C. CoerciveD. ExpertE. ReferentD 33514.14 _____ is the most likely behavioral outcome when leaders rely on reward and legitimate powers.A. NegativityB. EmpathyC. ResistanceD. ComplianceE. RebellionE 33614-15 Which of the following has a direct influence on the sales manager's natural leadership style? A. his or her personality characteristicsB. his or her needs and motivesC. the amount of power the sales manager possessesD. his or her past experiencesE. all of the aboveD 33614-16 A leader who describes the duties and responsibilities of an individual or group is exhibiting_____ behavior. This includes telling people what to do, how to do it, when to do it, and who is to do it.A. achievement-oriented B. relationship C. instrumental D. task E. referent D 33614-17 As a sales manager, Sawyer Kingston tells his sales force which customers to call on, when they call on them, and how they should make their sales presentations to individual prospects. In addition, he often uses various techniques to determine that they have followed his instructions. Sawyer is exhibiting _____ behavior.A. achievement-oriented B. relationship C. instrumental D. task E. referent B 33614-18 _____ includes listening, providing clarification, getting to know the individual's motives and goals, and giving positive feedback to help reinforce a person's self-image. A. Achievement-oriented behavior B. Relationship behavior Instrumental behaviorTask behaviorReferent behaviorB 33614-19 Amos Whiting is a recent marketing graduate of a small state college. He has just been hired by Freeport Manufacturing Company as a salesperson. Because he is new at selling and did not have a sales course in college, the appropriate leadership behavior for his sales manager to adopt when dealing with Amos is:A. persuading B. telling consultingdelegatingjoiningA 336-33714-20 Wilberforce Company's sales manager Sonia Nijisky is training Travis Lee, her new key account salesperson. Travis has been recently promoted to the job, and is not yet completely able to carry out the tasks of his new assignment. Sonia has decided how Travisshould handle his job, and is seeking his cooperation by explaining how to handle these accounts and why her approach is the right one. Her appropriate leadership style is:A. persuading B. tellingconsultingdelegatingjoiningB 337 (Figure 14.4)14-21 Andrea Ling is a task-oriented sales manager who likes to make all decisions for the members of her sales force. Which leadership style would she be most likely to use?A. persuading B. telling C. consultingD. delegatingE. joiningB 337 (Figure 14.4)14-22 Four basic leadership styles form the leadership continuum. It includes all of the following EXCEPT:A. tellsB. controls C. delegatesD. persuadesE. participatesC 337 (Figure 14.4)14-23 Which of the following leadership styles is most typical of a sales manager who has chosen to use the relationship-oriented leadership approach and has a low task orientation?persuading tellingparticipatingdelegatingjoiningE 337 (Figure 14.4)14-24 Which quadrant of the leadership style matrix is characterized by the salesperson and the sales manager making decisions together?A. tells B. controlsC. delegatesD. persuadesE. participatesC 337-33814-25 Rory Jackson has worked as