Exam 8: Recruiting and Selecting the Sales Force

The factors to consider when deciding which recruiting sources to use include the following except:

The probability of hiring salespeople with inferior selling capabilities increases when recruiting from

Probably the most difficult part of the entire recruitment and selection process is

All of the following are limitations of unstructured interviews except

"Demonstrated in verbal expression, depth of response, analytical thought process." This critical characteristic and behavior of sales recruits refers to:

"Responses are not canned and superficial." This critical characteristic and behavior of sales recruits refers to:

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

"Demonstrated in verbal expression, depth of response, analytical thought process." This critical characteristic and behavior of sales recruits refers to decisiveness.

In a checklist for developing a job description, service functions refer to which of the following activities?

"Responses are not canned and superficial." This critical characteristic and behavior of sales recruits refers to openness.

In selecting the most qualified candidates from recruits, it can accurately be said that

The sixth step in systematic process for selecting salespeople is:

The fourth step in systematic process for selecting salespeople is:

Anne Dowding is a newly appointed sales manager who is preparing job descriptions for her sales force. In outlining a systematic approach to this task, which of the following categories would least likely be included in the job description?

Which of the following is not true of application forms?

The quality of a reference check is

The characteristics recruits should have to perform a sales job satisfactorily is known as job qualification.

An employment test refers to an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople using intelligence tests, or some other norming test.

Extended socialization exposes new recruits to the corporate culture (values, philosophy, group norms, different work groups, corporate officers, and so on) and helping them adapting to the new culture in as short a period of time as possible.

The job description explains to job applicants and current sales personnel what the duties and responsibilities of the sales position are.