Close Supervision of the Sales Force by the Sales Manager

question 50

Multiple Choice

Close supervision of the sales force by the sales manager has been referred to as a two-edged sword because it:

• A) Reduces both role conflict and role ambiguity
• B) Requires the boundary-spanning salesperson to please both internal and external stakeholders
• C) Helps reduce role inaccuracy while increasing role ambiguity
• D) Improves sales force performance while using up a huge amount of the sales manager's time
• E) Encourages linkage role inaccuracies while increasing motivation levels