Question 1

Training and supervision are management actions that primarily attempt to influence:

Accepted Answer

A)  Role perceptions and motivation 
B)  Aptitude and skill levels 
C)  Motivation and aptitude 
D)  Aptitude and role perceptions 
E)  Skill levels and role perceptions 
A)  Role perceptions and motivation 
B)  Aptitude and skill levels 
C)  Motivation and aptitude 
D)  Aptitude and role perceptions 
E)  Skill levels and role perceptions E

Question 2

Selecting recruits with personal traits and abilities appropriate for specific selling tasks is an important determinant of their ultimate sales performance, but how those salespeople are managed is even more crucial to their success.

Accepted Answer

A) True 
 B)False  True

Question 3

What five variables were found to have the most impact on sales performance?

Accepted Answer

Personal history and family background-parent's occupation, number of siblings, and family responsibilities was the top variable. Second was current marital status-number and ages of dependents. Third was vocational skills-job- and company-specific skills. Fourth was general management skills-organizational and leadership skills. Fifth was cognitive ability-mental flexibility.

Question 4

Title VII of the Civil Rights Act applies to all private employers of 15 or more persons.

Accepted Answer

A) True 
 B)False

Question 5

Women have achieved greater acceptance in the construction and primary metals industries than in the insurance industry.

Accepted Answer

A) True 
 B)False

Question 6

One of the variables affecting sales performance is ""personal characteristics."" What can a sales manager do to incorporate aptitude in his/her sales force?

Accepted Answer

A)  Carefully design recruitment and selection policies 
B)  Improve training and supervision 
C)  Reduce supervisory pressure 
D)  Institute competitive rewards systems 
E)  Organize logical and effective territory designs 
A)  Carefully design recruitment and selection policies 
B)  Improve training and supervision 
C)  Reduce supervisory pressure 
D)  Institute competitive rewards systems 
E)  Organize logical and effective territory designs

Question 7

Surprisingly, companies continue to focus on hiring sales representatives _____________ even though this does not do a good job in explaining differences in sales performance.

Accepted Answer

A)  With prior experience 
B)  Without college degrees 
C)  Without aptitude testing 
D)  With close relatives in the company 
E)  None of the above 
A)  With prior experience 
B)  Without college degrees 
C)  Without aptitude testing 
D)  With close relatives in the company 
E)  None of the above

Question 8

The most potentially useful approach to defining sales aptitude and evaluating a person's potential is first to determine the kinds of tasks involved in a specific sales job.

Accepted Answer

A) True 
 B)False

Question 9

How salespeople are managed is even more crucial to their ultimate success than how they are hired.

Accepted Answer

A) True 
 B)False

Question 10

When asked ""What type of sales representative has a tougher time making sales?"" sales managers most frequently stated that it is salespeople who:

Accepted Answer

A)  Speak too fast 
B)  Have heavy accents 
C)  Are older 
D)  Dress sloppily 
E)  Are overweight 
A)  Speak too fast 
B)  Have heavy accents 
C)  Are older 
D)  Dress sloppily 
E)  Are overweight

Question 11

What sales force selection criteria used in developing countries would be considered illegal or inappropriate in the United States?

Accepted Answer

Age, gender, family background

Question 12

One of the variables affecting sales performance is organizational and environmental factors. What can a sales manager do to incorporate this in his/her sales management strategy?

Accepted Answer

A)  Carefully design recruitment and selection policies 
B)  Improve training and supervision 
C)  Reduce supervisory pressure 
D)  Institute competitive rewards systems 
E)  Organize logical and effective territory designs 
A)  Carefully design recruitment and selection policies 
B)  Improve training and supervision 
C)  Reduce supervisory pressure 
D)  Institute competitive rewards systems 
E)  Organize logical and effective territory designs

Question 13

Why are women not equally represented in the sales force?

Accepted Answer

One reason is the idea among some sales

Question 14

Extensive empirical research compares the job performance of minority salespeople with that of other ethnic groups.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following questions CANNOT be legally asked during a job interview?

Accepted Answer

A)  Do you have a college degree? 
B)  How long did you work for your previous employer? 
C)  What characteristics do you have that you think make you suited to a job in sales? 
D)  What kind of extracurricular activities did you participate in while in school? 
E)  How old are you? 
A)  Do you have a college degree? 
B)  How long did you work for your previous employer? 
C)  What characteristics do you have that you think make you suited to a job in sales? 
D)  What kind of extracurricular activities did you participate in while in school? 
E)  How old are you?

Question 16

What characteristic do customers think make a sales rep trustworthy? What characteristic do sales reps think make them trustworthy?

Accepted Answer

Customers rank produ

Question 17

Many sales executives have somewhat mixed feelings concerning what it takes to become a successful salesperson

Accepted Answer

A) True 
 B)False

Question 18

All of the selection criteria that provide relevant information for predicting the future success of salespeople can be legally collected through interviews and job resumes.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following personal characteristics is the best predictor of sales success?

Accepted Answer

A)  The salesperson's sex 
B)  The salesperson's ethnic background 
C)  The result of the salesperson's intelligence test 
D)  The salesperson's personal history and family background 
E)  Results of sales aptitude tests 
A)  The salesperson's sex 
B)  The salesperson's ethnic background 
C)  The result of the salesperson's intelligence test 
D)  The salesperson's personal history and family background 
E)  Results of sales aptitude tests

Question 20

Which of the following background and experience variables is the best predictor of a candidate's potential for sales success?

Accepted Answer

A)  Educational attainment 
B)  Educational content 
C)  Sales experience 
D)  General work experience 
E)  Personal history and family background 
A)  Educational attainment 
B)  Educational content 
C)  Sales experience 
D)  General work experience 
E)  Personal history and family background

Training and supervision are management actions that primarily attempt to influence:

Selecting recruits with personal traits and abilities appropriate for specific selling tasks is an important determinant of their ultimate sales performance, but how those salespeople are managed is even more crucial to their success.

What five variables were found to have the most impact on sales performance?

Title VII of the Civil Rights Act applies to all private employers of 15 or more persons.

Women have achieved greater acceptance in the construction and primary metals industries than in the insurance industry.

One of the variables affecting sales performance is ""personal characteristics."" What can a sales manager do to incorporate aptitude in his/her sales force?

Surprisingly, companies continue to focus on hiring sales representatives _____________ even though this does not do a good job in explaining differences in sales performance.

The most potentially useful approach to defining sales aptitude and evaluating a person's potential is first to determine the kinds of tasks involved in a specific sales job.

How salespeople are managed is even more crucial to their ultimate success than how they are hired.

When asked ""What type of sales representative has a tougher time making sales?"" sales managers most frequently stated that it is salespeople who:

What sales force selection criteria used in developing countries would be considered illegal or inappropriate in the United States?

One of the variables affecting sales performance is organizational and environmental factors. What can a sales manager do to incorporate this in his/her sales management strategy?

Why are women not equally represented in the sales force?

Extensive empirical research compares the job performance of minority salespeople with that of other ethnic groups.

Which of the following questions CANNOT be legally asked during a job interview?

What characteristic do customers think make a sales rep trustworthy? What characteristic do sales reps think make them trustworthy?

Many sales executives have somewhat mixed feelings concerning what it takes to become a successful salesperson

All of the selection criteria that provide relevant information for predicting the future success of salespeople can be legally collected through interviews and job resumes.

Which of the following personal characteristics is the best predictor of sales success?

Which of the following background and experience variables is the best predictor of a candidate's potential for sales success?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Training and supervision are management actions that primarily attempt to influence:

Selecting recruits with personal traits and abilities appropriate for specific selling tasks is an important determinant of their ultimate sales performance, but how those salespeople are managed is even more crucial to their success.

What five variables were found to have the most impact on sales performance?

Title VII of the Civil Rights Act applies to all private employers of 15 or more persons.

Women have achieved greater acceptance in the construction and primary metals industries than in the insurance industry.

One of the variables affecting sales performance is ""personal characteristics."" What can a sales manager do to incorporate aptitude in his/her sales force?

Surprisingly, companies continue to focus on hiring sales representatives _____________ even though this does not do a good job in explaining differences in sales performance.

The most potentially useful approach to defining sales aptitude and evaluating a person's potential is first to determine the kinds of tasks involved in a specific sales job.

How salespeople are managed is even more crucial to their ultimate success than how they are hired.

When asked ""What type of sales representative has a tougher time making sales?"" sales managers most frequently stated that it is salespeople who:

What sales force selection criteria used in developing countries would be considered illegal or inappropriate in the United States?

One of the variables affecting sales performance is organizational and environmental factors. What can a sales manager do to incorporate this in his/her sales management strategy?

Why are women not equally represented in the sales force?

Extensive empirical research compares the job performance of minority salespeople with that of other ethnic groups.

Which of the following questions CANNOT be legally asked during a job interview?

What characteristic do customers think make a sales rep trustworthy? What characteristic do sales reps think make them trustworthy?

Many sales executives have somewhat mixed feelings concerning what it takes to become a successful salesperson

All of the selection criteria that provide relevant information for predicting the future success of salespeople can be legally collected through interviews and job resumes.

Which of the following personal characteristics is the best predictor of sales success?

Which of the following background and experience variables is the best predictor of a candidate's potential for sales success?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters