A) Are a good predictor of sales performance B) Such as general intelligence tests are highly correlated to sales performance C) Are illegal under Title VII employment law D) That test cognitive ability, are a relatively good indicator of likely sales success E) Are good predictors of aggressiveness A) Are a good predictor of sales performance B) Such as general intelligence tests are highly correlated to sales performance C) Are illegal under Title VII employment law D) That test cognitive ability, are a relatively good indicator of likely sales success E) Are good predictors of aggressiveness

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

Jay's job is to visit hospitals to explain to physicians and nurses the advantages of his company's line of bandages. Jay hopes this activity will encourage the medical personnel to request that their hospital stock Jay's brand. Arlene works for the same company, but her job is to convince pharmacies and supermarkets to carry the company's line of consumer adhesive bandages. Which of the following characteristics is most crucial for Jay's sales success?

(Multiple Choice)

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Question 21

Factors that sales managers cannot control or influence-such as role perceptions, skills, and motivation-account for the largest proportion of the variance in performance across salespeople.

(True/False)

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Question 22

Salespeople are born not made.

(True/False)

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Question 23

What is fundamentally incorrect with the hypothesis: ""Salespeople are more likely to be successful when dealing with prospects who are similar to themselves in demographic characteristics, personality traits, and attitudes than when their prospects have characteristics different from their own.""

(Multiple Choice)

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Question 24

What quality in a sales representative makes it tougher to make sales?

(Short Answer)

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Question 25

Which of the following statements about the personal variables that produce successful salespeople is true?

(Multiple Choice)

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Question 26

What skills and traits have been found to be relatively good predictors of success for business-to-business institutional sales?

(Essay)

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Question 27

Which of the following statements about the characteristics sales managers look for in potential salespeople is true?

(Multiple Choice)

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Question 28

Aptitude tests:

(Multiple Choice)

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Question 29

What skills and traits have been found to be relatively good predictors of success for jobs involving the sale of services?

(Essay)

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Question 30

Research indicates that within the category of a salesperson's present marital, family, and financial status, salespeople __________________ tend to have better sales performance.

(Multiple Choice)

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Question 31

Which of the following characteristics would a sales manager for a company that sells meat process equipment be likely to consider MOST important when looking at potential sales recruits?

(Multiple Choice)

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Question 32

Aptitude is defined as learned proficiencies and attitudes necessary for effective performance of specific job tasks.

(True/False)

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Question 33

Compare the salesperson characteristics most important in technical selling versus new business selling.

(Essay)

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Question 34

Which of the following statements about how personal characteristics can be used as predictors of sales performance success is true?

(Multiple Choice)

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Question 35

One of the variables affecting sales performance is skill levels. What can a sales manager do to incorporate skill levels in his/her sales force?

(Multiple Choice)

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Question 36

Jay's job is to visit hospitals to explain to physicians and nurses the advantages of his company's line of bandages. Jay hopes this activity will encourage the medical personnel to request that their hospital stock Jay's brand. Arlene works for the same company, but her job is to convince pharmacies and supermarkets to carry the company's line of consumer adhesive bandages. Jay's primary job for the company is to engage in low-key _____ selling.

(Multiple Choice)

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Question 37

From the research summarized in the text, which of the following categories of personal and organizational variables has the greatest impact on sales performance?

(Multiple Choice)

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Question 38

The more skill a salesperson has:

(Multiple Choice)

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Question 39

What personal characteristics would a sales manager for an automobile dealership likely look for?

(Essay)

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Question 40

Showing 21 - 40 of 83

Factors that sales managers cannot control or influence-such as role perceptions, skills, and motivation-account for the largest proportion of the variance in performance across salespeople.

Salespeople are born not made.

What is fundamentally incorrect with the hypothesis: ""Salespeople are more likely to be successful when dealing with prospects who are similar to themselves in demographic characteristics, personality traits, and attitudes than when their prospects have characteristics different from their own.""

What quality in a sales representative makes it tougher to make sales?

Which of the following statements about the personal variables that produce successful salespeople is true?

What skills and traits have been found to be relatively good predictors of success for business-to-business institutional sales?

Which of the following statements about the characteristics sales managers look for in potential salespeople is true?

Aptitude tests:

What skills and traits have been found to be relatively good predictors of success for jobs involving the sale of services?

Research indicates that within the category of a salesperson's present marital, family, and financial status, salespeople __________________ tend to have better sales performance.

Which of the following characteristics would a sales manager for a company that sells meat process equipment be likely to consider MOST important when looking at potential sales recruits?

Aptitude is defined as learned proficiencies and attitudes necessary for effective performance of specific job tasks.

Compare the salesperson characteristics most important in technical selling versus new business selling.

Which of the following statements about how personal characteristics can be used as predictors of sales performance success is true?

One of the variables affecting sales performance is skill levels. What can a sales manager do to incorporate skill levels in his/her sales force?

From the research summarized in the text, which of the following categories of personal and organizational variables has the greatest impact on sales performance?

The more skill a salesperson has:

What personal characteristics would a sales manager for an automobile dealership likely look for?

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

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