Question 1

Hiring experienced salespeople is used when the firm needs new salespeople to be productive in a short amount of time.

Accepted Answer

A) True 
 B)False  True

Question 2

Extraverted salespeople tend to perform better in commission-based sales positions.

Accepted Answer

A) True 
 B)False  False

Question 3

As the sales manager, you have just finished establishing your firm's procedures for selecting salespeople. Assuming that you have followed a typical sequential filtering process and assuming the following numbers for each step in the process, 
1 = interviews
2 = examinations
3 = evaluating application blanks
4 = background checks
Then the correct procedure your recruiters will follow is:

Accepted Answer

A)  2, 1, 3, 4. 
B)  3, 1, 2, 4. 
C)  4, 1, 2, 3. 
D)  1, 2, 3, 4. 
E)  The sequence of the steps does not matter. 
A)  2, 1, 3, 4. 
B)  3, 1, 2, 4. 
C)  4, 1, 2, 3. 
D)  1, 2, 3, 4. 
E)  The sequence of the steps does not matter. B

Question 4

If conducted correctly, testing is usually a more objective measure of management potential as compared to interviews.

Accepted Answer

A) True 
 B)False

Question 5

Current employees in other functional areas of the company often make good candidates for sales jobs.

Accepted Answer

A) True 
 B)False

Question 6

You have been a recruiter for the Bert Lance restaurant supply chain for the past four years. Based on your knowledge and experiences, which of the following is/are false?

Accepted Answer

A)  The primary problem in personality traits as recruiting criteria is knowing which traits are important to a particular job. 
B)  Empathy, as a personality trait, will enable your salespeople to better understand and relate to the feelings of the customer. 
C)  Ego drive, as a personality trait, satisfies personal needs for accomplishment. 
D)  Empathy and ego drive can compensate for the lack of other important personality traits, as personal characteristics can be improved with formal education and sales training programs. 
E)  Both a and d of the above are false. 
A)  The primary problem in personality traits as recruiting criteria is knowing which traits are important to a particular job. 
B)  Empathy, as a personality trait, will enable your salespeople to better understand and relate to the feelings of the customer. 
C)  Ego drive, as a personality trait, satisfies personal needs for accomplishment. 
D)  Empathy and ego drive can compensate for the lack of other important personality traits, as personal characteristics can be improved with formal education and sales training programs. 
E)  Both a and d of the above are false.

Question 7

The following laws are designed to prevent employment discrimination except:

Accepted Answer

A)  the Civil Rights Act of 1964. 
B)  Age Discrimination in Employment Act (1967). 
C)  the 25th Amendment to the United States Constitution. 
D)  Rehabilitation Act (1973). 
E)  Vietnam Veteran's Readjustment Assistance Act (1974). 
A)  the Civil Rights Act of 1964. 
B)  Age Discrimination in Employment Act (1967). 
C)  the 25th Amendment to the United States Constitution. 
D)  Rehabilitation Act (1973). 
E)  Vietnam Veteran's Readjustment Assistance Act (1974).

Question 8

If applicants are financially responsible, they are also more likely to be responsible on the job.

Accepted Answer

A) True 
 B)False

Question 9

If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger territories, and 3 are promoted to sales management positions, what is the turnover rate for this past year if the average size of the sales force was 65 people?

Accepted Answer

A)  15% 
B)  20% 
C)  25% 
D)  32% 
E)  37% 
A)  15% 
B)  20% 
C)  25% 
D)  32% 
E)  37%

Question 10

Because interviewing is an objective process, it is usually a very good predictor of future job performance.

Accepted Answer

A) True 
 B)False

Question 11

As the Vice President of Sales, you understand the importance of hiring the right person. If you were going to give advice and counsel to your sales managers about the possible costs associated with a poor hiring decision which of the following would you include?

Accepted Answer

A)  absenteeism 
B)  poor customer service 
C)  lost profits 
D)  higher initial training costs 
E)  all of the above 
A)  absenteeism 
B)  poor customer service 
C)  lost profits 
D)  higher initial training costs 
E)  all of the above

Question 12

A convenient and quick way for recruiters to gather previous employment data in a standardized format is:

Accepted Answer

A)  an interview of the recruits' references. 
B)  an application blank. 
C)  during the interview. 
D)  all of the above. 
A)  an interview of the recruits' references. 
B)  an application blank. 
C)  during the interview. 
D)  all of the above.

Question 13

You are deciding whether to use a structured interview or a semi-structured interview in your hiring process. The primary advantage of the semi-structured interview process as compared to the structured interview is that the semi-structured interview:

Accepted Answer

A)  provides a comparison of candidates is based on impressions rather than on recall of relevant information. 
B)  facilitates comparison of the candidates when more than one person is conducting screening interviews. 
C)  provides the candidate a more active role in the direction an interview takes. 
D)  the questions are not repeated word-for-word to each candidate. 
E)  all of the above are advantages of the structured interview process. 
A)  provides a comparison of candidates is based on impressions rather than on recall of relevant information. 
B)  facilitates comparison of the candidates when more than one person is conducting screening interviews. 
C)  provides the candidate a more active role in the direction an interview takes. 
D)  the questions are not repeated word-for-word to each candidate. 
E)  all of the above are advantages of the structured interview process.

Question 14

A job description spells out the working relationships that surround each sales position.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements is/are true concerning credit checks?

Accepted Answer

A)  No research has verified the relationship between financial status and job responsibilities. 
B)  There is little argument about what constitutes a favorable report. 
C)  Some recruiters for commission-based positions believe salespeople who are heavily in debt are the best candidates. 
D)  All of the above. 
E)  Both a and c of the above. 
A)  No research has verified the relationship between financial status and job responsibilities. 
B)  There is little argument about what constitutes a favorable report. 
C)  Some recruiters for commission-based positions believe salespeople who are heavily in debt are the best candidates. 
D)  All of the above. 
E)  Both a and c of the above.

Question 16

As a new sales manager, you want to make a good impression on the other members of your hiring team. When a question was raised as to what qualifications the team should look for in a candidate, you remember from your sales management class that the most consistent finding across studies is that highly successful salespeople have:

Accepted Answer

A)  an ability to ignore buyer nonverbal communication. 
B)  excellent time and territory management skills. 
C)  an ability to speak quickly. 
D)  a knack for organizing fun outings with clients. 
E)  an aversion for turning in paperwork on time. 
A)  an ability to ignore buyer nonverbal communication. 
B)  excellent time and territory management skills. 
C)  an ability to speak quickly. 
D)  a knack for organizing fun outings with clients. 
E)  an aversion for turning in paperwork on time.

Question 17

Employment agencies provide value to a number of the hiring steps. However, which of the following activities do employment agencies not explicitly participate in?

Accepted Answer

A)  screening applicant resumes 
B)  interviewing applicants 
C)  the final selection 
D)  agencies will participate in all of the above 
A)  screening applicant resumes 
B)  interviewing applicants 
C)  the final selection 
D)  agencies will participate in all of the above

Question 18

The most important issue(s) associated with testing candidates is (are):

Accepted Answer

A)  order of questions on the test. 
B)  validity and application of the test to a particular firm. 
C)  that tests are best when used as the sole source of the hiring decision. 
D)  all of the above. 
E)  both b and c of the above. 
A)  order of questions on the test. 
B)  validity and application of the test to a particular firm. 
C)  that tests are best when used as the sole source of the hiring decision. 
D)  all of the above. 
E)  both b and c of the above.

Question 19

Besides observing what salespeople do on the job, additional information in analyzing sales jobs can best be obtained by:

Accepted Answer

A)  conversing with the personnel department. 
B)  analyzing financial reports. 
C)  interviewing sales managers and customers. 
D)  reviewing the general organization structure. 
E)  looking at job descriptions at other firms in the same industry. 
A)  conversing with the personnel department. 
B)  analyzing financial reports. 
C)  interviewing sales managers and customers. 
D)  reviewing the general organization structure. 
E)  looking at job descriptions at other firms in the same industry.

Question 20

The use of psychological and achievement tests in the selection of salespeople is illegal.

Accepted Answer

A) True 
 B)False

Hiring experienced salespeople is used when the firm needs new salespeople to be productive in a short amount of time.

Extraverted salespeople tend to perform better in commission-based sales positions.

If conducted correctly, testing is usually a more objective measure of management potential as compared to interviews.

Current employees in other functional areas of the company often make good candidates for sales jobs.

You have been a recruiter for the Bert Lance restaurant supply chain for the past four years. Based on your knowledge and experiences, which of the following is/are false?

The following laws are designed to prevent employment discrimination except:

If applicants are financially responsible, they are also more likely to be responsible on the job.

If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger territories, and 3 are promoted to sales management positions, what is the turnover rate for this past year if the average size of the sales force was 65 people?

Because interviewing is an objective process, it is usually a very good predictor of future job performance.

As the Vice President of Sales, you understand the importance of hiring the right person. If you were going to give advice and counsel to your sales managers about the possible costs associated with a poor hiring decision which of the following would you include?

A convenient and quick way for recruiters to gather previous employment data in a standardized format is:

You are deciding whether to use a structured interview or a semi-structured interview in your hiring process. The primary advantage of the semi-structured interview process as compared to the structured interview is that the semi-structured interview:

A job description spells out the working relationships that surround each sales position.

Which of the following statements is/are true concerning credit checks?

Employment agencies provide value to a number of the hiring steps. However, which of the following activities do employment agencies not explicitly participate in?

The most important issue(s) associated with testing candidates is (are):

Besides observing what salespeople do on the job, additional information in analyzing sales jobs can best be obtained by:

The use of psychological and achievement tests in the selection of salespeople is illegal.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 7: Recruiting and Selecting Personnel

Hiring experienced salespeople is used when the firm needs new salespeople to be productive in a short amount of time.

Extraverted salespeople tend to perform better in commission-based sales positions.

If conducted correctly, testing is usually a more objective measure of management potential as compared to interviews.

Current employees in other functional areas of the company often make good candidates for sales jobs.

You have been a recruiter for the Bert Lance restaurant supply chain for the past four years. Based on your knowledge and experiences, which of the following is/are false?

The following laws are designed to prevent employment discrimination except:

If applicants are financially responsible, they are also more likely to be responsible on the job.

If 10 people leave for jobs with other companies, 3 retire, 8 are assigned to larger territories, and 3 are promoted to sales management positions, what is the turnover rate for this past year if the average size of the sales force was 65 people?

Because interviewing is an objective process, it is usually a very good predictor of future job performance.

As the Vice President of Sales, you understand the importance of hiring the right person. If you were going to give advice and counsel to your sales managers about the possible costs associated with a poor hiring decision which of the following would you include?

A convenient and quick way for recruiters to gather previous employment data in a standardized format is:

You are deciding whether to use a structured interview or a semi-structured interview in your hiring process. The primary advantage of the semi-structured interview process as compared to the structured interview is that the semi-structured interview:

A job description spells out the working relationships that surround each sales position.

Which of the following statements is/are true concerning credit checks?

Employment agencies provide value to a number of the hiring steps. However, which of the following activities do employment agencies not explicitly participate in?

The most important issue(s) associated with testing candidates is (are):

Besides observing what salespeople do on the job, additional information in analyzing sales jobs can best be obtained by:

The use of psychological and achievement tests in the selection of salespeople is illegal.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters