Exam 8: Recruiting and Selecting the Right Salespeople

A personal interview starts out with the manager asking routine personal questions about the applicant's age,educational background,marital status,children,religion,etc.

What does networking mean in the context of hiring sales employees?

What is a way to qualify applicants coming from newspaper advertisements?

What are some kinds of tests managers may give candidates? What is the most recent predictor of success in a sales position?

All of the following are elements contained in a formal job offer letter EXCEPT:

It is important for managers to make an effort to hire diverse candidates so that the company's sales force reflects the demographics of the general population.

The process firms use to find and hire the best qualified candidates for an open sales position is called:

What does "structured interview" mean in a hiring context for a sales position?

What is one of the greatest benefits of using a structured interview process for applicants for a sales position?

What are the three types of employees a company can hire to represent them in foreign countries? Which type tends to have stronger loyalty to the company? Which type has better local knowledge?

The cost to a company of hiring a wrong salesperson is:

When searching for candidates to fill a sales position,it is more important to find:

All of the following are negative effects of a sales manager's rushing to hire someone to fill an open sales position EXCEPT:

Changes in demographics mean that companies that want to attract and retain excellent candidates will need to institute corporate policies that:

Research has shown that a better measure of a candidate's potential for success as a salesperson than personality or aptitude testing is:

After an applicant has accepted a position with a hiring company,what is the purpose of sending the new hire employee handbooks and company-branded materials such as pens and apparel and having current employees make contact with the new hire?

The first step a sales manager needs to perform,before he or she can start conducting a job analysis for available sales positions to fill,is to:

If a company has a higher turnover rate than the standard turnover rate for its industry,the company should:

Which of the following is an advantage of finding job applicants at a job fair,career conference,or trade show?

Internal candidates are always better for sales positions than are external candidates,because internal candidates are familiar with the product and company.