Question

1._____ is people-oriented. It involves the extent to which the leader listens, provides clarification, gets to know individual motives and goals, and gives positive feedback.

		Autonomous leadership
		Task behavior
		Role assignment
		Relationship behavior
		Directive behavior

2. Which of the following statements describes a disadvantage inherent in the straight salary compensation plan?

		The straight salary plan causes the salesperson to experience uncertainty and insecurity of payment.
		Salespeople on this form of compensation develop little loyalty to the firm.
		A lack of incentive may cause better salespeople to change jobs.
		As sales increase, so do the company's compensation costs.
		Commission rates must be constantly adjusted to reflect economic conditions

3.

One of the advantages of a salary-plus-incentive compensation plan is:

		how well it motivates the sales force.
		the elimination of sales quotas.
		the development of a sales budget as an investment instead of as an expense.
		employee turnover.
		the elimination of company-sponsored sales training programs.

4.

Which of the following statements about performance evaluation is true?

		Neither the manager nor the salesperson needs to prepare for the interview beyond learning when and where to meet each other.
		Spontaneity is the key term for describing the most effective performance evaluations.
		Studies of performance evaluations have shown that many people tend to evaluate themselves higher than their superiors do.
		Qualitative data should be used when available.
		All of the above statements about a performance evaluation are true.

5.

In an effort to overcome the problems typically associated with the straight salary compensation plans, many companies:

		reduce the salaries of those reps who do not make their assigned quotas.
		reduce the number of accounts on which each salesperson must call.
		employ only college graduates as sales representatives.
		increase the number of sales managers they employ.
		fire any salesperson who does not cooperate with the group's effort to lower work norms.

Answer 1

.1. It is relationship behviour, which  is defined by the extent to which the leader listens, provides clarification, gets to know individual motives and goals, and gives positive feedback. Option 4 is right.

2 Option 3 is right as the straight slry might hinder the zeal in the salespersons to excel and perform even better. This might cause better slespeople to change the jobs.

3 The advantage of the salary plus incentive plan is that sales budget can be seen as an investment rather than expense. Option 3 is right

4 Option 5 is right as all alternatives are right.

5 Option 1 is right as in absence of any incentives and when straight salary compensation is used, the companies may reduce the pay of non nonperformers so as to push them to do better.