Exam 8: Recruiting and Selecting the Sales Force

Vocational interest tests assume that a person is going to be more effective and stable if he or she has a strong interest in selling.

"Gets to the point, emphasizes achievement; responses are relevant to interview objectives." This critical characteristic and behaviors of sales recruits refers to:

The second step in systematic process for selecting salespeople is:

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. _____________ measure a salesperson's general cognitive ability or intelligence as an indicator of future job performance.

In a checklist for developing a job description, goodwill refers to developing new prospects and accounts.

In a checklist for developing a job description, sales promotion refers to which of the following activities?

In-depth interviewing can be used to gather which of the following types of information not available from other selection tools.

The initial socialization begins in the recruiting process with things like brochures and is intended as a preliminary form of integrating a person into the company.

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

Reference checking refers to the process of following up with references provided on an application to check the credibility of a job candidate.

"Gets to the point, emphasizes achievement; responses are relevant to interview objectives." This critical characteristic and behaviors of sales recruits refers to results orientation.

Since the job description is used in evaluating the salesperson's performance, many of the responsibilities listed on the job description should be stated

The process by which undesirable job candidates are eliminated as soon as possible refers to the selection process.

Compared to an unstructured interview, a structured interview is

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

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 second step in conducting the job analysis?

Clarence Newstrom is screening some sales applicants and he wants to determine whether these people have any innate or acquired selling skills. He also wants to know whether they are honest and whether or not they have a strong interest in selling. Which of the following tests should Mr. Newstrom utilize?

Many new sales recruits have difficulty with the in-depth personal interview. Because of this fact, Raymond Toumin's older brother has spent time coaching him for his first important interview. Raymond has been advised to be aware of (and definitely avoid) some negative factors that frequently lead to rejection of applicants. Which of the following do not indicate such negative factors?

Most firms turn to _____________ as their first source of new sales recruits.

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. _____________ measure the behavioral traits the interviewer believes are necessary for success in selling, such as assertiveness, initiative, and extroversion.