Motivating & Leading The Sales Force

1. 1. Motivation is about an individual’s decision to begin, sustain, and put effort into a task.

• True

• False

2. 2. Calling on new customers is not considered a task related to a salesperson’s motivation.

• True

• False

3. 3. Expectancy theory is the only theory used to explain motivation in sales.

• True

• False

4. 4. Developing sales presentations is one example of a task that may require salesperson motivation.

• True

• False

5. 5. Expectancies refer to how much a salesperson believes that more effort will lead to better performance.

• True

• False

6. 6. Instrumentalities describe the connection between performance and rewards.
   

• True

• False

7. 7. Valence for rewards means how difficult it is to achieve a reward.

• True

• False

8. 8. If a salesperson does not believe that good performance will lead to rewards, their instrumentality perception is low.

• True

• False

9. 9. Expectancies are about how attractive the reward is to the salesperson.

• True

• False

10. 10. Motivation is influenced by how the salesperson perceives effort, performance, and rewards.

• True

• False