Question 1
Over the last century, the approaches to studying leadership have been largely:
A. changing, from trait-based views to behavioral views to developmental views.
B. changing, from a behavioral view to a liberational view to a trait-based view.
C. changing, from a behavioral view to a trait-based view to a situational view.
D. static, with a behavioral view.

Question 2
The majority of the challenges sales executives have to face have to do with:
A. managing people.
B. managing production.
C. managing technology.
D. managing ethics.

Question 3
Meta-analysis made which development in the study of leadership possible?
A. Isolating studies to separate out the results for the most important one
B. Comparing results of many studies to formulate better theories about leadership traits
C. Showing that a leader in one situation may not be a leader in another
D. Introducing the concepts of focus on people and focus on results

Question 4
What is a boundary spanner in terms of sales?
A. An idea that replaces one discipline with another discipline
B. An idea that crosses two disciplines
C. A person who works with two different organizations
D. A person who works for one company but contracts with another company

Question 5
A salesperson lies about the product he sells and claims it can do things it cannot do. Which ethical breach is the salesperson committing?
A. Bribery
B. Puffery
C. Misrepresentation
D. Rogue purchasing

Question 6
Kotter hypothesized that we need more leadership now than in the past because:
A. there are more humans now than there were in the past, so we need more leaders.
B. technology is too complicated to be navigated by employees without managers to help them.
C. people were more self-directed in general in previous generations.
D. the more things change, the more leadership is required.

Question 7
A leader who spends most of her time communicating with the public about the company and interacting with her employees to ensure that they have what they need to do their jobs, but who does not engage in planning of activities or employee goals is engaging in which of the Situational Leader styles of leadership?
A. Directing
B. Coaching
C. Implementing
D. Supporting

Question 8
What makes salespeople unique in the ethical situations they find themselves in?
A. Salespeople are less likely to encounter ethical dilemmas than workers in other professions.
B. Salespeople are less honest than are psychologists, preachers, and professors.
C. Salespeople have extensive training in dealing with ethical questions and decisions.
D. Salespeople encounter ethical dilemmas both in the companies they work for and with the customers they sell to.

Question 9
Why do corporate codes of ethics often focus on salespeople?
A. Salespeople have more varied contacts, so they have more opportunities for ethical choices.
B. Salespeople tend to be less honest than other employees in the company.
C. Codes of ethics tend to be written by sales executives.
D. Professional organizations do not focus on salespeople, so corporate codes of ethics need to.

Question 10
The Great Man Theory of Leadership hypothesizes that:
A. only certain historic leaders had the true traits of leadership.
B. great leaders patterned themselves after the leaders who came before them, so modern people who wish to be leaders should pattern themselves after great leaders of the past.
C. by observing the great leaders we can compile a list of traits and work on teaching those traits to potential leaders.
D. by identifying the traits of great leaders we can predict who will be a leader because they have those traits.

Question 11
Which of the following is a weakness of the Golden Rule?
A. Despite your best efforts, you may not be able to treat others as you'd like to be treated.
B. The way you want to be treated may not be the way others want to be treated.
C. The way you want to be treated may not be the best possible way to treat someone else.
D. The way you want to be treated may cost too much in time and resources to be a practical way to treat others.

Question 12
Ethical problems occur when:
A. rules conflict with values.
B. values conflict with behavior.
C. behavior conflicts with culture.
D. culture conflicts with norms.

Question 13
Which of the following is a key difference between leading and managing?
A. Leadership focuses on change while management focuses on results.
B. Leadership focuses on results while management focuses on organization.
C. Leadership focuses on process while management focuses on product.
D. Leadership focuses on theory while management focuses on logistics.

Question 14
The inherent problem with the conventionalist approach to making ethical decisions is that:
A. what's allowed may slowly have changed over a period of time.
B. what's allowed is not able to be decided by the salesperson.
C. what's allowed may not have anything to do with what's ethical.
D. what's allowed varies within a company and within a sales team.

Question 15
Why would sales executives be concerned with making sure the company's sales force is diversified?
A. Companies need to comply with federal regulations about diversity in the workplace.
B. Customers are a diverse group, so having a sales force that matches them will help the company understand and sell to customers.
C. Having a diverse sales force helps sales executives avoid making ethical mistakes resulting from having a homogeneous group.
D. The challenges of managing employees remotely is are alleviated by having a diverse sales force.

Question 16
What is a way a company can ensure that there is no ethical ambiguity around the issue of gifts and bribery from their vendors?
A. Require salespeople to deal with purchasing agents, not individual employees
B. Prohibit employees from accepting anything, no matter how small, from a salesperson
C. Exclude employees who have not been cleared by an ethics committee from contacting salespeople
D. Forbid sales managers from contacting purchasing agents

Question 17
Of the common ethical issues salespeople have with their customers, which one is legal?
A. Kickbacks
B. Misrepresentation
C. Bribery
D. Puffery

Question 18
A leader who is concerned primarily with employees and shows little concern for results is at which area of the Leadership Grid?
A. Impoverished Management
B. Country Club Management
C. Authority-Compliance Management
D. Team Management

Question 19
What helps determine if something is a bribe or a legitimate gift?
A. A bribe gives a reason for an individual person to buy from that salesperson instead of others, while a gift is a thank-you or a standard incentive for the individual's company.
B. A bribe gives a reason for a an individual to recommend that a salesperson be added to the approved vendor list, while a gift secures an undue advantage for the salesperson.
C. A bribe is an incentive for the company to purchase from a particular salesperson, while a gift is given to celebrate the close of a sale.
D. A bribe is something a customer requests from a salesperson in order for the salesperson to make the sale, while a gift is given voluntarily form from the salesperson to the customer.

Question 20
The approach that says that leaders should have as many in-group relationships and as few out-group relationships as possible with followers is:
A. Level 5 leadership.
B. servant leadership.
C. contingency theory.
D. leadership making.