Question 1

Sales aptitude tests measure a person's innate or acquired social skills and selling know-how as well as tact and diplomacy.

Accepted Answer

A) True 
 B)False  True

Question 2

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to assertiveness.

Accepted Answer

A) True 
 B)False  False

Question 3

Some sales managers hire competitors' salespeople because it is considered an ethical practice.

Accepted Answer

A) True 
 B)False  False

Question 4

The fifth step in systematic process for recruiting salespeople is to:

Accepted Answer

A)  identify sales job qualifications 
B)  conduct a job analysis 
C)  select best recruits 
D)  prepare a job description 
A)  identify sales job qualifications 
B)  conduct a job analysis 
C)  select best recruits 
D)  prepare a job description

Question 5

The two most widely used screening tools are

Accepted Answer

A)  testing and application forms 
B)  reference checks and interviews 
C)  application forms and resumes 
D)  physical exams and testing 
A)  testing and application forms 
B)  reference checks and interviews 
C)  application forms and resumes 
D)  physical exams and testing

Question 6

Which of the selection tools and/or techniques mentioned in the text are capable of being used effectively alone?

Accepted Answer

A)  application forms 
B)  in-person interviews 
C)  telephone interviews 
D)  none of the above are capable of being used alone 
A)  application forms 
B)  in-person interviews 
C)  telephone interviews 
D)  none of the above are capable of being used alone

Question 7

"Is animated, positive, spontaneous, fast-paced." This critical characteristic and behavior of sales recruits refers to decisiveness.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not true with regard to using employment tests to screen sales applicants?

Accepted Answer

A)  test scores are sometimes used as the sole selection criterion 
B)  managers sometimes think that the highest score indicates the best prospect 
C)  potentially successful salespeople may be screened out because they do not fit the stereotype the test is designed to measure 
D)  tests cannot identify any traits or qualifications (e.g., intelligence, aptitude, personality, honesty, etc.) that other selection tools cannot identify better 
A)  test scores are sometimes used as the sole selection criterion 
B)  managers sometimes think that the highest score indicates the best prospect 
C)  potentially successful salespeople may be screened out because they do not fit the stereotype the test is designed to measure 
D)  tests cannot identify any traits or qualifications (e.g., intelligence, aptitude, personality, honesty, etc.) that other selection tools cannot identify better

Question 9

Which of the following statements about recruiting inaccurate:

Accepted Answer

A)  many sales managers start recruiting only after someone leaves, but that limits the pool of candidates you can screen and interview 
B)  many sales managers are well trained in recruitment, so they readily know the best sources to find qualified candidates 
C)  managers who constantly recruit have a useful backlog of prescreened candidates to choose from 
D)  a problem with waiting to recruit until you have an opening is that you can fall prey to a sense of desperation and hire too quickly without proper screening 
A)  many sales managers start recruiting only after someone leaves, but that limits the pool of candidates you can screen and interview 
B)  many sales managers are well trained in recruitment, so they readily know the best sources to find qualified candidates 
C)  managers who constantly recruit have a useful backlog of prescreened candidates to choose from 
D)  a problem with waiting to recruit until you have an opening is that you can fall prey to a sense of desperation and hire too quickly without proper screening

Question 10

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to:

Accepted Answer

A)  decisiveness 
B)  results orientation 
C)  sensitivity 
D)  assertiveness 
A)  decisiveness 
B)  results orientation 
C)  sensitivity 
D)  assertiveness

Question 11

The first step in systematic process for selecting salespeople is:

Accepted Answer

A)  in-depth interviewing 
B)  initial screening 
C)  employment testing 
D)  reference checking 
A)  in-depth interviewing 
B)  initial screening 
C)  employment testing 
D)  reference checking

Question 12

An astute sales manager ought to know that the job description is one of his or her most important managerial tools because it is used in

Accepted Answer

A)  recruiting candidates for the sales force 
B)  selecting people for the sales force 
C)  training salespeople 
D)  all of the above 
A)  recruiting candidates for the sales force 
B)  selecting people for the sales force 
C)  training salespeople 
D)  all of the above

Question 13

A recruit's motivation, job satisfaction, and performance may be influenced by all of the following except

Accepted Answer

A)  the adaptation to work groups and norms 
B)  his or her age, ethnic background and religion 
C)  the effective development of job skills 
D)  the adoption of appropriate role behaviors 
A)  the adaptation to work groups and norms 
B)  his or her age, ethnic background and religion 
C)  the effective development of job skills 
D)  the adoption of appropriate role behaviors

Question 14

While all of the sources mentioned below provide people for sales jobs, which one provides salespeople who are most ready to start selling?

Accepted Answer

A)  non-competing companies 
B)  competitors 
C)  educational institutions 
D)  personnel from within the company 
A)  non-competing companies 
B)  competitors 
C)  educational institutions 
D)  personnel from within the company

Question 15

In preparing for an interview, an applicant should

Accepted Answer

A)  learn about the company 
B)  try to anticipate questions that might be asked 
C)  always ask how much the job pays first 
D)  a and b only 
A)  learn about the company 
B)  try to anticipate questions that might be asked 
C)  always ask how much the job pays first 
D)  a and b only

Question 16

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to maturity.

Accepted Answer

A) True 
 B)False

Question 17

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to:

Accepted Answer

A)  decisiveness 
B)  results orientation 
C)  assertiveness 
D)  maturity 
A)  decisiveness 
B)  results orientation 
C)  assertiveness 
D)  maturity

Question 18

All of the following are characteristics of selling except

Accepted Answer

A)  most sales positions require some travel, sometimes overnight 
B)  most sales jobs do not involve close supervision 
C)  most people who enter sales have considerable work experience 
D)  high employee turnover is typically found in sales jobs 
A)  most sales positions require some travel, sometimes overnight 
B)  most sales jobs do not involve close supervision 
C)  most people who enter sales have considerable work experience 
D)  high employee turnover is typically found in sales jobs

Question 19

When deciding which recruiting sources to use, the factors to consider include the Sales training provided by the company, Sources of successful recruits in the past, and Personnel needs of the company.

Accepted Answer

A) True 
 B)False

Question 20

A rough estimate is that it costs companies as much as $________ to make a hiring mistake.

Accepted Answer

A)  $25,000 
B)  $50,000 
C)  $75,000 
D)  $100,000 
A)  $25,000 
B)  $50,000 
C)  $75,000 
D)  $100,000

Sales aptitude tests measure a person's innate or acquired social skills and selling know-how as well as tact and diplomacy.

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to assertiveness.

Some sales managers hire competitors' salespeople because it is considered an ethical practice.

The fifth step in systematic process for recruiting salespeople is to:

The two most widely used screening tools are

Which of the selection tools and/or techniques mentioned in the text are capable of being used effectively alone?

"Is animated, positive, spontaneous, fast-paced." This critical characteristic and behavior of sales recruits refers to decisiveness.

Which of the following is not true with regard to using employment tests to screen sales applicants?

Which of the following statements about recruiting inaccurate:

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to:

The first step in systematic process for selecting salespeople is:

An astute sales manager ought to know that the job description is one of his or her most important managerial tools because it is used in

A recruit's motivation, job satisfaction, and performance may be influenced by all of the following except

While all of the sources mentioned below provide people for sales jobs, which one provides salespeople who are most ready to start selling?

In preparing for an interview, an applicant should

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to maturity.

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to:

All of the following are characteristics of selling except

When deciding which recruiting sources to use, the factors to consider include the Sales training provided by the company, Sources of successful recruits in the past, and Personnel needs of the company.

A rough estimate is that it costs companies as much as $________ to make a hiring mistake.

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters

Exam 8: Recruiting and Selecting the Sales Force

Sales aptitude tests measure a person's innate or acquired social skills and selling know-how as well as tact and diplomacy.

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to assertiveness.

Some sales managers hire competitors' salespeople because it is considered an ethical practice.

The fifth step in systematic process for recruiting salespeople is to:

The two most widely used screening tools are

Which of the selection tools and/or techniques mentioned in the text are capable of being used effectively alone?

"Is animated, positive, spontaneous, fast-paced." This critical characteristic and behavior of sales recruits refers to decisiveness.

Which of the following is not true with regard to using employment tests to screen sales applicants?

Which of the following statements about recruiting inaccurate:

"Is sincere, friendly, tactful, responsive, not aloof." This critical characteristic and behavior of sales recruits refers to:

The first step in systematic process for selecting salespeople is:

An astute sales manager ought to know that the job description is one of his or her most important managerial tools because it is used in

A recruit's motivation, job satisfaction, and performance may be influenced by all of the following except

While all of the sources mentioned below provide people for sales jobs, which one provides salespeople who are most ready to start selling?

In preparing for an interview, an applicant should

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to maturity.

"Shows poise, self-confidence, and maturity in dress, general demeanor, and degree of relaxation." This critical characteristic and behavior of sales recruits refers to:

All of the following are characteristics of selling except

When deciding which recruiting sources to use, the factors to consider include the Sales training provided by the company, Sources of successful recruits in the past, and Personnel needs of the company.

A rough estimate is that it costs companies as much as $________ to make a hiring mistake.

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Sales Force Performance Evaluation

Filters