13. People are more likely to be encouraged to produce more if the manager a. is highly critical. b. praises acceptable behavior. c. micromanages behavior. d. focuses on every mistake. 14. In a manager is more likely to be supervising a person today’s workplace, a. whose profile is different from the managers. b. who has been labeled successful or loser. c. whose background is very similar to the manager’s background. d. who may be quite prejudiced and thus difficult to work with. 15. What is one of the difficult parts of becoming a sales manager in a real estate MOST office? a. Learning transaction or technical skills b. Winning the popularity contest with the salespeople c. Labeling salespeople with an appropriate moniker or “handle” d. Changing from being a doer to a supervisor 16. Which of the following should be the goal of a successful sales manager? a. Allow the salespeople the freedom of self-direction b. Listen, but do not offer advice, when they come with problems c. Set an example by being the top producer in the office d. Help salespeople reach their goals 17. To be effective, a typical real estate sales manager should consider MOST a. returning to college to pick up a business degree. b. leaving real estate for a couple of years to gain experience from the corporate world. c. taking a business management course. d. utilizing his or her expertise and training gained as a licensed salesperson. 18. What is the essence of communication? a. Monitoring performance b. Correcting errors and deviations from the acceptable norm c. Making tough decisions d. Gathering and disseminating information
13. People are more likely to be encouraged to produce more if the manager a. is highly critical. b. praises acceptable behavior. c. micromanages behavior. d. focuses on every mistake. 14. In today’s workplace, a manager is more likely to be supervising a person a. whose profile is different from the managers. b. who has been labeled successful or loser. c. whose background is very similar to the manager’s background. d. who may be quite prejudiced and thus difficult to work with. 15. What is one of the MOST difficult parts of becoming a sales manager in a real estate office? a. Learning transaction or technical skills b. Winning the popularity contest with the salespeople c. Labeling salespeople with an appropriate moniker or “handle” d. Changing from being a doer to a supervisor 16. Which of the following should be the goal of a successful sales manager? a. Allow the salespeople the freedom of self-direction b. Listen, but do not offer advice, when they come with problems c. Set an example by being the top producer in the office d. Help salespeople reach their goals 17. To be MOST effective, a typical real estate sales manager should consider a. returning to college to pick up a business degree. b. leaving real estate for a couple of years to gain experience from the corporate world. c. taking a business management course. d. utilizing his or her expertise and training gained as a licensed salesperson. 18. What is the essence of communication? a. Monitoring performance b. Correcting errors and deviations from the acceptable norm c. Making tough decisions d. Gathering and disseminating information