Question 1: When planning and conducting a sales contest, management should:

a)provide each salesperson with a reasonably equal chance to win.

b)not build the contest around a theme.

c)not give cash as an award.

d)use an outside consulting firm to conduct the contest, thus ensuring objectivity.

Question 2: An unwanted side effect of a sales contest might be a(n):

a)boost of morale.

b)increase in sales.

c)motivated salespeople.

d)decline in post-contest sales.

Question 3: Which of the following is the best definition of motivation?

a)behavior that is consistent with your attitudes

b)doing things that satisfy you

c)the desire to expend effort to fulfill a need

d)your reaction to role conflict and role ambiguity

Question 4: The most basic need in Maslow's hierarchy is_________.

a)esteem

b)safety

c)social

d)physiological

Question 5: Frederick Herzberg, the psychologist, is most closely associated with the ______ theory of motivation.

a)motivation-hygiene

b)hierarchy of needs

c)expectancy

d)psychoanalytical

Question 6: When designing a sales compensation plan, which of the following management tools is likely to be most helpful?

a)a carefully designed territorial structure

b)patterned interviews

c)a job description

d)the company sales forecast

Question 7: A competitive limitation to the straight salary plan for compensating a sales force is:

a)it offers little direct incentive for the salespeople.

b)management has more difficulty controlling the activities of the sales force.

c)it is the highest cost plan of all the major types.

d)usually it is not simple to understand or economical to administer.

Question 8: Regarding the problem of plateau salespeople:

a)it is an important, but relatively rare problem.

b)these salespeople should usually be fired.

c)this is a pervasive problem for sales managers.

d)these are usually relatively inexperienced salespeople.

Question 9: A sales meeting is least likely to be used as a vehicle for:

a)counseling salespeople about their personal problems.

b)boosting sales force morale.

c)improving sales representatives' selling techniques.

d)announcing changes in a company's policies on pricing and channel structure.

Question 10: For which of the following products would the straight-commission plan of compensation be most appropriate?

a)Encyclopedias sold door-to-door

b)Hammers, wrenches, and nails sold in a hardware store

c)Potato chips, corn chips, and pretzels sold by a route salesperson

d)Shoes sold in a large department store.