Question 1

Intelligence tests measure what the applicant knows about a certain product, service, market, and the like.

Accepted Answer

A) True 
 B)False

Question 2

In a checklist for developing a job description, service functions refers to handling adjustments, returns, and allowances.

Accepted Answer

A) True 
 B)False

Question 3

The recruiter asks each candidate the same set of standardized questions designed to determine the applicant's fitness for a sales position during an in-depth interview.

Accepted Answer

A) True 
 B)False

Question 4

Recruiting efforts differ substantially from company to company, but it can be accurately said about recruiting on college campuses that

Accepted Answer

A)  companies selling highly technical products should only recruit from educational
Institutions 
B)  college graduates tend to be less adaptable than experienced salespeople without college degrees 
C)  small firms are more likely to recruit on college campuses than are large firms 
D)  all of the above are false 
A)  companies selling highly technical products should only recruit from educational
Institutions 
B)  college graduates tend to be less adaptable than experienced salespeople without college degrees 
C)  small firms are more likely to recruit on college campuses than are large firms 
D)  all of the above are false

Question 5

A major problem in recruiting from college campuses is:

Accepted Answer

A)  setting up interviews 
B)  students missing interview appointments 
C)  unfavorable image of sales by students 
D)  poor interview facilities 
A)  setting up interviews 
B)  students missing interview appointments 
C)  unfavorable image of sales by students 
D)  poor interview facilities

Question 6

_______________ socialization is concerned with making the new salesperson feel that he or she is an integral part of the company.

Accepted Answer

A)  extended 
B)  initial 
C)  sales force 
D)  supplemental 
A)  extended 
B)  initial 
C)  sales force 
D)  supplemental

Question 7

The fifth step in systematic process for selecting salespeople is:

Accepted Answer

A)  making the selection 
B)  initial screening 
C)  employment testing 
D)  follow-up interviewing 
A)  making the selection 
B)  initial screening 
C)  employment testing 
D)  follow-up interviewing

Question 8

A semi-structured interview refers to a combined approach in which a fixed set of questions is applied but time for discussion and interaction is left after each.

Accepted Answer

A) True 
 B)False

Question 9

Employment tests are an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople. _____________ assume that a person is going to be more effective and stable if he or she has a strong interest in selling.

Accepted Answer

A)  intelligence tests 
B)  knowledge tests 
C)  sales aptitude tests 
D)  vocational interest tests 
A)  intelligence tests 
B)  knowledge tests 
C)  sales aptitude tests 
D)  vocational interest tests

Question 10

"When asked, makes definite choices, lets you know where he or she stands on issues, is not tentative." This critical characteristic and behavior of sales recruits refers to:

Accepted Answer

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

Question 11

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to:

Accepted Answer

A)  tough-mindedness[ 
B)  results orientation 
C)  assertiveness 
D)  sensitivity 
A)  tough-mindedness[ 
B)  results orientation 
C)  assertiveness 
D)  sensitivity

Question 12

Questions typically asked by sales candidates during interviews are usually on all of the following except

Accepted Answer

A)  stability of the economy 
B)  relocation 
C)  career paths 
D)  benefits 
A)  stability of the economy 
B)  relocation 
C)  career paths 
D)  benefits

Question 13

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to results orientation.

Accepted Answer

A) True 
 B)False

Question 14

Regarding the qualifications needed to fill sales jobs, which of the following statements is not accurate?

Accepted Answer

A)  although many studies have tried to determine the most important qualifications needed for sales positions, none have developed an "ideal" list of qualifications. 
B)  according to a survey of sales executives (cited in the text), "today's salespersons do not match the popular concept of a salesperson." 
C)  personal histories of salespeople and sophisticated statistical models are increasingly being used to differentiate high performers from low performers and validate the criteria used to select salespeople. 
D)  specific qualifications such as education and experience should not be included in the job description. 
A)  although many studies have tried to determine the most important qualifications needed for sales positions, none have developed an "ideal" list of qualifications. 
B)  according to a survey of sales executives (cited in the text), "today's salespersons do not match the popular concept of a salesperson." 
C)  personal histories of salespeople and sophisticated statistical models are increasingly being used to differentiate high performers from low performers and validate the criteria used to select salespeople. 
D)  specific qualifications such as education and experience should not be included in the job description.

Question 15

Socialization describes how consistent a salesperson's beliefs and value system are with those of the organization for which he or she works.

Accepted Answer

A) True 
 B)False

Question 16

Before a sales manager can search for a particular type of salesperson, he or she must know something about the sales job to be filled. A job analysis identifies the duties, requirements, responsibilities, and conditions involved in the sales job. What is the third step in conducting the job analysis?

Accepted Answer

A)  determine the duties and responsibilities that are expected from the salesperson 
B)  analyze the environment in which the salesperson is to work 
C)  make sales calls with several salespeople to observe and record the various tasks of the job 
D)  prepare a preliminary job description based on the sales manager's concept of what the job entails 
A)  determine the duties and responsibilities that are expected from the salesperson 
B)  analyze the environment in which the salesperson is to work 
C)  make sales calls with several salespeople to observe and record the various tasks of the job 
D)  prepare a preliminary job description based on the sales manager's concept of what the job entails

Question 17

There are several key points that should be covered when hiring a salesperson. All of the following are key points except

Accepted Answer

A)  home office building layout 
B)  compensation 
C)  territory 
D)  duties of salesperson 
A)  home office building layout 
B)  compensation 
C)  territory 
D)  duties of salesperson

Question 18

In looking over application forms before interviewing a sales applicant, a sales manager should look for

Accepted Answer

A)  overall appearance of the application and any blank spots or times that seem inconsistent with the rest of the application 
B)  indications of job instability and reasons for job changes 
C)  evidence of career progression and growth 
D)  all of the above 
A)  overall appearance of the application and any blank spots or times that seem inconsistent with the rest of the application 
B)  indications of job instability and reasons for job changes 
C)  evidence of career progression and growth 
D)  all of the above

Question 19

When deciding which recruiting sources to use, the factors to consider include the Nature of the product, Policy on promoting from within, and Nature of the market.

Accepted Answer

A) True 
 B)False

Question 20

Initial socialization occurs during recruiting, selecting, and introductory training. During the socialization process, the purpose of recruiting is

Accepted Answer

A)  finding potential job applicants 
B)  giving recruits details the company's philosophy and the salesperson's role in the organization 
C)  telling recruits about the company 
D)  getting recruits to apply 
A)  finding potential job applicants 
B)  giving recruits details the company's philosophy and the salesperson's role in the organization 
C)  telling recruits about the company 
D)  getting recruits to apply

Intelligence tests measure what the applicant knows about a certain product, service, market, and the like.

In a checklist for developing a job description, service functions refers to handling adjustments, returns, and allowances.

The recruiter asks each candidate the same set of standardized questions designed to determine the applicant's fitness for a sales position during an in-depth interview.

Recruiting efforts differ substantially from company to company, but it can be accurately said about recruiting on college campuses that

A major problem in recruiting from college campuses is:

_______________ socialization is concerned with making the new salesperson feel that he or she is an integral part of the company.

The fifth step in systematic process for selecting salespeople is:

A semi-structured interview refers to a combined approach in which a fixed set of questions is applied but time for discussion and interaction is left after each.

Employment tests are an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople. _____________ assume that a person is going to be more effective and stable if he or she has a strong interest in selling.

"When asked, makes definite choices, lets you know where he or she stands on issues, is not tentative." This critical characteristic and behavior of sales recruits refers to:

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to:

Questions typically asked by sales candidates during interviews are usually on all of the following except

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to results orientation.

Regarding the qualifications needed to fill sales jobs, which of the following statements is not accurate?

Socialization describes how consistent a salesperson's beliefs and value system are with those of the organization for which he or she works.

There are several key points that should be covered when hiring a salesperson. All of the following are key points except

In looking over application forms before interviewing a sales applicant, a sales manager should look for

When deciding which recruiting sources to use, the factors to consider include the Nature of the product, Policy on promoting from within, and Nature of the market.

Initial socialization occurs during recruiting, selecting, and introductory training. During the socialization process, the purpose of recruiting is

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

Intelligence tests measure what the applicant knows about a certain product, service, market, and the like.

In a checklist for developing a job description, service functions refers to handling adjustments, returns, and allowances.

The recruiter asks each candidate the same set of standardized questions designed to determine the applicant's fitness for a sales position during an in-depth interview.

Recruiting efforts differ substantially from company to company, but it can be accurately said about recruiting on college campuses that

A major problem in recruiting from college campuses is:

_______________ socialization is concerned with making the new salesperson feel that he or she is an integral part of the company.

The fifth step in systematic process for selecting salespeople is:

A semi-structured interview refers to a combined approach in which a fixed set of questions is applied but time for discussion and interaction is left after each.

Employment tests are an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople. _____________ assume that a person is going to be more effective and stable if he or she has a strong interest in selling.

"When asked, makes definite choices, lets you know where he or she stands on issues, is not tentative." This critical characteristic and behavior of sales recruits refers to:

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to:

Questions typically asked by sales candidates during interviews are usually on all of the following except

"Discusses persons and events critically; doesn't allow emotions to cloud perceptions." This critical characteristic and behavior of sales recruits refers to results orientation.

Regarding the qualifications needed to fill sales jobs, which of the following statements is not accurate?

Socialization describes how consistent a salesperson's beliefs and value system are with those of the organization for which he or she works.

There are several key points that should be covered when hiring a salesperson. All of the following are key points except

In looking over application forms before interviewing a sales applicant, a sales manager should look for

When deciding which recruiting sources to use, the factors to consider include the Nature of the product, Policy on promoting from within, and Nature of the market.

Initial socialization occurs during recruiting, selecting, and introductory training. During the socialization process, the purpose of recruiting is

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