Exam 9: Sales Force Recruitment and Selection

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:

Which of the following statements about the external sources for job recruiting is true?

Long Enterprises makes and sells x-ray equipment. It needs to hire three new salespeople with specific qualifications and abilities. The company decided to have a company __________ participate in the hiring process with the sales manager.

Which of the following is NOT typically included in a job description for a sales job?

Nicole is part of a recruiting and selection team for her company's sales force. After conducting a job analysis, her next step will be to:

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?

Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?

Employment agencies are a good objective source of sales personnel.

Which of the following statements about who is responsible for selecting and recruiting salespeople is true?

The job description should be prepared after the job analysis is conducted.

Why are existing sales job descriptions often out of date?

Junior colleges and vocational schools are particularly good sources of recruits for sales jobs that require reasonably well-developed mental and communications abilities, but where advanced technical knowledge or a four-year degree is not essential.

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

When designing and using tests in the sales recruitment process, what guidelines should managers consider?

Which of the following is a good external source for finding job recruits?

As a rule, salespeople do not need any special qualifications to sell.

By pointing out both the attractive and unattractive aspects of a sales job and spelling out the qualifications and likely compensation, recruiters can:

What sources do companies typically use to find and attract a pool of sales applicants?

The most commonly used tool for selecting a new salesperson is the reference check.

What six dimensions and requirements should a good job description include?