Question 1

Employment agencies are a good objective source of sales personnel.

Accepted Answer

A) True 
 B)False

Question 2

It is illegal for a company's application form to ask a job candidate about:

Accepted Answer

A)  The grades he or she made in school
B)  How long he or she has lived in a particular region
C)  His or her previous work experience
D)  His or her date of birth
E)  His or her hobbies

Question 3

The four steps in the decision process for recruiting and selecting salespeople include each of the following EXCEPT

Accepted Answer

A)  Find and attract a pool of applicants
B)  Develop a mission statement
C)  Develop and apply selection procedures to evaluate applicants
D)  Establish policy concerning responsibility for recruitment and selection
E)  Analyze the job and determine selection criteria

Question 4

What do companies assume when they assess the relationship between variations in personal characteristics of current salespeople and variations in their performance and use these differences in selecting criteria for new recruits?

Accepted Answer

They assume is a cause and effect relationship between characteristics and performance.

Question 5

Primary responsibility for recruiting and selecting new salespeople for a firm is:

Accepted Answer

A)  Determined by the industry in which the salesperson will sell
B)  Always resolved by the head of the company's human resources department
C)  Dependent upon the size of the sales force and the kind of selling involved
D)  Dependent upon the number of applicants expected for a job opening
E)  Determined by federal anti-discrimination legislation

Question 6

Elizabeth is a sales manager for a golf products company.She has conducted a job analysis and written a job description.Next,she will

Accepted Answer

A)  Determine the number of applicants to consider
B)  Develop a statement of job qualifications
C)  Determine how many job applicants it needs to make a suitable job pool
D)  Write a job description
E)  Conduct interviews

Question 7

Research by the Klein Institute for Aptitude Testing has identified characteristics of people who fail in sales.What characteristics have they identified and which can you ask about in an application or job interview?

Accepted Answer

The five characteristics are:
Instabili...

Question 8

As Jarred Industries looks to hire new salespeople to sell its commercial generators,their sales manager needs to know that:

Accepted Answer

A)  The primary objective of the recruiting process is to attract as many job applicants as possible
B)  External sources are far superior to internal sources for sales job candidates
C)  Recruitment of an internal candidate is likely to lower employee morale
D)  The recruiting effort should be conducted so as to discourage unqualified applicants from applying
E)  All of the above are important recruiting guidelines

Question 9

A structured interview should be used when the:

Accepted Answer

A)  Applicants are all recent college graduates
B)  Amount of time allotted for the interview is less than one hour
C)  Interviewee is concerned about the potential of discriminatory claims by the applicants
D)  Interviewee is very nervous
E)  Interviewer is not experienced at evaluating candidates

Question 10

To avoid or at least minimize,potential problems associated with using intelligence,aptitude and personality tests as selection criteria,sales managers should:

Accepted Answer

A)  Only test applicants on the abilities and traits that have been determined relevant for the specific job
B)  Conduct empirical studies to ensure that the tests are valid predictors of the applicant's future performance
C)  Use built-in consistency checks
D)  Assume that test scores are only one input in the selection decision
E)  Do all of the above

Question 11

After determining who will participate in selecting new salespeople,the next decision is

Accepted Answer

A)  Setting salary parameters
B)  Whether the job description needs to be updated
C)  Who has the authority to make hiring decisions
D)  Where to find the job applicants
E)  Which selection tools will be used

Question 12

What are the advantages of recruiting company employees for the sales force?

Accepted Answer

They have established performance records and are a "known quantity".They will likely require less time to orient and train.Recruiting internally can bolster employee morale if sales are seen as an opportunity for promotion.

Question 13

Brian is a sales manager for a large container box company.He needs to hire new salespeople,so he looks at the job description for the current sales force.Brian will likely find the job has changed due to all of the following EXCEPT

Accepted Answer

A)  Changes in the firm's policies
B)  Changes in the time value of money
C)  Changes in the competition
D)  Changes in the marketing environment
E)  Customer changes

Question 14

When conducting a job analysis,current salespeople should be observed and/or interviewed to

Accepted Answer

A)  Reduce jealousy among the sales force
B)  Make them feel they are part of the team
C)  Confirm the sale's manager's suspicions
D)  Determine what they actually do
E)  All of the above

Question 15

Tests for measuring specific abilities and characteristics of a job candidate have questionable reliability and validity.

Accepted Answer

A) True 
 B)False

Question 16

What issues are important when recruiting salespeople for international markets?

Accepted Answer

Recruiting for international markets may...

Question 17

The most valid predictor of how well a job candidate will perform his or her job is the job interview.

Accepted Answer

A) True 
 B)False  False

Question 18

Which of the following is NOT true when recruiting salespeople for international markets?

Accepted Answer

A)  They use the same criteria as used for domestic sales recruiting
B)  They may face problems with cultural differences
C)  They may encounter language barriers
D)  Legal restrictions may influence the process
E)  It is often more difficult to terminate employees in other countries

Question 19

Long Enterprises makes and sells x-ray equipment.It needs to hire three new salespeople.After the company has determined who participates in the hiring process and who has the authority to make hiring decisions,it next needs to:

Accepted Answer

A)  Determine salary parameters
B)  Develop a statement of job qualifications
C)  Determine how many job applicants it needs to make a suitable job pool
D)  Write a job description
E)  Conduct a job analysis

Question 20

Application blanks:

Accepted Answer

A)  Are more of a formality than a guide in the selection process
B)  Help managers to prepare for job interviews with applicants
C)  Are considered less useful than resumes
D)  Are rarely used by small firms
E)  Are more commonly used than personal interviews as a way to select the right candidate for the job

Exam 9: Sales Force Recruitment and Selection

Employment agencies are a good objective source of sales personnel.

Correct AnswerverifiedShow Answer

It is illegal for a company's application form to ask a job candidate about:

Correct AnswerverifiedShow Answer

The four steps in the decision process for recruiting and selecting salespeople include each of the following EXCEPT

Correct AnswerverifiedShow Answer

What do companies assume when they assess the relationship between variations in personal characteristics of current salespeople and variations in their performance and use these differences in selecting criteria for new recruits?

Correct AnswerverifiedThey assume is a cause and effect relationship between characteristics and performance.

Primary responsibility for recruiting and selecting new salespeople for a firm is:

Correct AnswerverifiedShow Answer

Elizabeth is a sales manager for a golf products company.She has conducted a job analysis and written a job description.Next,she will

Correct AnswerverifiedShow Answer

Research by the Klein Institute for Aptitude Testing has identified characteristics of people who fail in sales.What characteristics have they identified and which can you ask about in an application or job interview?

Correct AnswerverifiedThe five characteristics are: Instabili...View AnswerShow Answer

As Jarred Industries looks to hire new salespeople to sell its commercial generators,their sales manager needs to know that:

Correct AnswerverifiedShow Answer

A structured interview should be used when the:

Correct AnswerverifiedShow Answer

To avoid or at least minimize,potential problems associated with using intelligence,aptitude and personality tests as selection criteria,sales managers should:

Correct AnswerverifiedShow Answer

After determining who will participate in selecting new salespeople,the next decision is

Correct AnswerverifiedShow Answer

What are the advantages of recruiting company employees for the sales force?

Correct AnswerverifiedThey have established performance records and are a "known quantity".They will likely require less time to orient and train.Recruiting internally can bolster employee morale if sales are seen as an opportunity for promotion.

Brian is a sales manager for a large container box company.He needs to hire new salespeople,so he looks at the job description for the current sales force.Brian will likely find the job has changed due to all of the following EXCEPT

Correct AnswerverifiedShow Answer

When conducting a job analysis,current salespeople should be observed and/or interviewed to

Correct AnswerverifiedShow Answer

Tests for measuring specific abilities and characteristics of a job candidate have questionable reliability and validity.

Correct AnswerverifiedShow Answer

What issues are important when recruiting salespeople for international markets?

Correct AnswerverifiedRecruiting for international markets may...View AnswerShow Answer

The most valid predictor of how well a job candidate will perform his or her job is the job interview.

Correct AnswerverifiedFalse

Which of the following is NOT true when recruiting salespeople for international markets?

Correct AnswerverifiedShow Answer

Long Enterprises makes and sells x-ray equipment.It needs to hire three new salespeople.After the company has determined who participates in the hiring process and who has the authority to make hiring decisions,it next needs to:

Correct AnswerverifiedShow Answer

Application blanks:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
They assume is a cause and effect relationship between characteristics and performance.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The five characteristics are:
Instabili...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
They have established performance records and are a "known quantity".They will likely require less time to orient and train.Recruiting internally can bolster employee morale if sales are seen as an opportunity for promotion.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Recruiting for international markets may...
View Answer

Correct Answer
verified
False

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified