Question 1

All of the following are directly involved in the sequence of steps that a sales manager uses in acquiring salespeople except:

Accepted Answer

A)  perform a scholastic analysis of universities used in recruiting. 
B)  validate the recruiting process. 
C)  determine sales qualifications. 
D)  select prospects. 
E)  all of the above are involved in the sequence. 
A)  perform a scholastic analysis of universities used in recruiting. 
B)  validate the recruiting process. 
C)  determine sales qualifications. 
D)  select prospects. 
E)  all of the above are involved in the sequence.

Question 2

Sales managers can and do have an important influence on the performance of a sales force. Based on research studies, which of the following personality traits have not been consistently found to be related to sales performance?

Accepted Answer

A)  extraversion 
B)  conscientiousness 
C)  empathy 
D)  integrity 
E)  all of the above have been consistently related to sales performance 
A)  extraversion 
B)  conscientiousness 
C)  empathy 
D)  integrity 
E)  all of the above have been consistently related to sales performance

Question 3

In analyzing sales jobs it is an observer's duty to record the amount of time salespeople spend in all areas except:

Accepted Answer

A)  talking to customers. 
B)  traveling. 
C)  record keeping. 
D)  attend meetings. 
E)  all of the above need to be analyzed 
A)  talking to customers. 
B)  traveling. 
C)  record keeping. 
D)  attend meetings. 
E)  all of the above need to be analyzed

Question 4

An analysis of past recruiting records indicated that only 1 in 5 recruits are selected for sales positions and that of those selected 60% decline an offer. If the firms want to hire 5 new people, at least how many people should they recruit?

Accepted Answer

A)  8 people 
B)  13 people 
C)  42 people 
D)  63 people 
E)  96 people 
A)  8 people 
B)  13 people 
C)  42 people 
D)  63 people 
E)  96 people

Question 5

The average size of your sales force is 200. Out of that 200, 10 leave every six months for jobs with other companies. The annual sales force turnover rate is:

Accepted Answer

A)  20% 
B)  15% 
C)  10% 
D)  5% 
E)  25% 
A)  20% 
B)  15% 
C)  10% 
D)  5% 
E)  25%

Question 6

A good job analysis should focus on what the average salesperson's day-to-day activities.

Accepted Answer

A) True 
 B)False

Question 7

The process of aligning a company's recruiting strategies to its core culture should help attract and retain higher performing salespeople as compared to those companies whose recruiting processes are reactive and culturally disconnected.

Accepted Answer

A) True 
 B)False

Question 8

Classified ads have the advantage(s) of:

Accepted Answer

A)  attracting only qualified candidates. 
B)  reaching a wide audience. 
C)  attracting candidates who are not actively looking for a job. 
D)  all of the above. 
E)  both b and c of the above. 
A)  attracting only qualified candidates. 
B)  reaching a wide audience. 
C)  attracting candidates who are not actively looking for a job. 
D)  all of the above. 
E)  both b and c of the above.

Question 9

All of the following represent (indicate) the best ways that a sales manager can analyze a selling position except:

Accepted Answer

A)  interview customers. 
B)  record the amount of time salespeople spend setting up displays and attending meetings. 
C)  interview the sales manager. 
D)  interview sales managers in other industries. 
E)  none of the above. 
A)  interview customers. 
B)  record the amount of time salespeople spend setting up displays and attending meetings. 
C)  interview the sales manager. 
D)  interview sales managers in other industries. 
E)  none of the above.

Question 10

As a wily veteran sales manager, you understand that there are certain opportunity costs with a poor hiring decision. These opportunity costs include all of the following except:

Accepted Answer

A)  dissatisfied customers. 
B)  reduction of operating costs. 
C)  lost sales. 
D)  increased market shares for competitors. 
E)  sales management problems. 
A)  dissatisfied customers. 
B)  reduction of operating costs. 
C)  lost sales. 
D)  increased market shares for competitors. 
E)  sales management problems.

Question 11

The most important personal attribute in hiring a salesperson is if the person has a high level of empathy toward others.

Accepted Answer

A) True 
 B)False

Question 12

Research suggests that the most important quality in successful salespeople is empathy.

Accepted Answer

A) True 
 B)False

Question 13

A job description is useful in recruiting because it:

Accepted Answer

A)  helps the firm prepare a list of job qualifications. 
B)  shows prospects exactly what is expected from field representatives. 
C)  facilitates hiring the right people. 
D)  all of the above. 
E)  both a and b of the above. 
A)  helps the firm prepare a list of job qualifications. 
B)  shows prospects exactly what is expected from field representatives. 
C)  facilitates hiring the right people. 
D)  all of the above. 
E)  both a and b of the above.

Question 14

The Civil Rights Act of 1964, the Age Discrimination in Employment Act of 1967, and the 1973 Vocational Rehabilitation Act are essentially designed to:

Accepted Answer

A)  make it illegal to use as job qualifications any attributes that result in discrimination against people of a given race, religion, nationality, sex, or age. 
B)  make it legal to use information about personal characteristics such as race, religion, nationality, sex, or age when making hiring decisions. 
C)  Recommend how employers should provide a safe and healthful workplace with adequate protection against hazards that are likely to cause serious physical impairment or death. 
D)  Provide legal protection to companies hiring practices in case of a wrongful termination lawsuit. 
E)  None of the above. 
A)  make it illegal to use as job qualifications any attributes that result in discrimination against people of a given race, religion, nationality, sex, or age. 
B)  make it legal to use information about personal characteristics such as race, religion, nationality, sex, or age when making hiring decisions. 
C)  Recommend how employers should provide a safe and healthful workplace with adequate protection against hazards that are likely to cause serious physical impairment or death. 
D)  Provide legal protection to companies hiring practices in case of a wrongful termination lawsuit. 
E)  None of the above.

Question 15

A job analysis should be realistic, focusing on what is actually done rather than what someone thinks the job should be under ideal conditions.

Accepted Answer

A) True 
 B)False

Question 16

The pressure to fill open territories as quickly as possible often makes the selection of good salespeople difficult.

Accepted Answer

A) True 
 B)False

Question 17

Personality traits such as sales adaptiveness and optimism have been positively correlated to success in sales.

Accepted Answer

A) True 
 B)False

Question 18

The formula for determining the number of recruits is:
R = H / (S x A)
Where
H = required number of hires
S = percentage of recruits selected
A = percentage of those selected who accept

Accepted Answer

A) True 
 B)False

Question 19

According to a survey of ___________, sales managers should hire people who are loyal to the customer, willing to fight for them, thoroughness, and follow through on promises.

Accepted Answer

A)  chief executive officers 
B)  vice presidents of marketing 
C)  marketing researchers 
D)  purchasing agents 
E)  salespeople 
A)  chief executive officers 
B)  vice presidents of marketing 
C)  marketing researchers 
D)  purchasing agents 
E)  salespeople

Question 20

Which of the following tests is least likely to be used as a selection tool?

Accepted Answer

A)  physical examination tests 
B)  intelligence tests 
C)  aptitude tests 
D)  personality tests 
A)  physical examination tests 
B)  intelligence tests 
C)  aptitude tests 
D)  personality tests

All of the following are directly involved in the sequence of steps that a sales manager uses in acquiring salespeople except:

Sales managers can and do have an important influence on the performance of a sales force. Based on research studies, which of the following personality traits have not been consistently found to be related to sales performance?

In analyzing sales jobs it is an observer's duty to record the amount of time salespeople spend in all areas except:

An analysis of past recruiting records indicated that only 1 in 5 recruits are selected for sales positions and that of those selected 60% decline an offer. If the firms want to hire 5 new people, at least how many people should they recruit?

The average size of your sales force is 200. Out of that 200, 10 leave every six months for jobs with other companies. The annual sales force turnover rate is:

A good job analysis should focus on what the average salesperson's day-to-day activities.

The process of aligning a company's recruiting strategies to its core culture should help attract and retain higher performing salespeople as compared to those companies whose recruiting processes are reactive and culturally disconnected.

Classified ads have the advantage(s) of:

All of the following represent (indicate) the best ways that a sales manager can analyze a selling position except:

As a wily veteran sales manager, you understand that there are certain opportunity costs with a poor hiring decision. These opportunity costs include all of the following except:

The most important personal attribute in hiring a salesperson is if the person has a high level of empathy toward others.

Research suggests that the most important quality in successful salespeople is empathy.

A job description is useful in recruiting because it:

The Civil Rights Act of 1964, the Age Discrimination in Employment Act of 1967, and the 1973 Vocational Rehabilitation Act are essentially designed to:

A job analysis should be realistic, focusing on what is actually done rather than what someone thinks the job should be under ideal conditions.

The pressure to fill open territories as quickly as possible often makes the selection of good salespeople difficult.

Personality traits such as sales adaptiveness and optimism have been positively correlated to success in sales.

The formula for determining the number of recruits is: R = H / (S x A) Where H = required number of hires S = percentage of recruits selected A = percentage of those selected who accept

According to a survey of ___________, sales managers should hire people who are loyal to the customer, willing to fight for them, thoroughness, and follow through on promises.

Which of the following tests is least likely to be used as a selection tool?

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

All of the following are directly involved in the sequence of steps that a sales manager uses in acquiring salespeople except:

Sales managers can and do have an important influence on the performance of a sales force. Based on research studies, which of the following personality traits have not been consistently found to be related to sales performance?

In analyzing sales jobs it is an observer's duty to record the amount of time salespeople spend in all areas except:

An analysis of past recruiting records indicated that only 1 in 5 recruits are selected for sales positions and that of those selected 60% decline an offer. If the firms want to hire 5 new people, at least how many people should they recruit?

The average size of your sales force is 200. Out of that 200, 10 leave every six months for jobs with other companies. The annual sales force turnover rate is:

A good job analysis should focus on what the average salesperson's day-to-day activities.

The process of aligning a company's recruiting strategies to its core culture should help attract and retain higher performing salespeople as compared to those companies whose recruiting processes are reactive and culturally disconnected.

Classified ads have the advantage(s) of:

All of the following represent (indicate) the best ways that a sales manager can analyze a selling position except:

As a wily veteran sales manager, you understand that there are certain opportunity costs with a poor hiring decision. These opportunity costs include all of the following except:

The most important personal attribute in hiring a salesperson is if the person has a high level of empathy toward others.

Research suggests that the most important quality in successful salespeople is empathy.

A job description is useful in recruiting because it:

The Civil Rights Act of 1964, the Age Discrimination in Employment Act of 1967, and the 1973 Vocational Rehabilitation Act are essentially designed to:

A job analysis should be realistic, focusing on what is actually done rather than what someone thinks the job should be under ideal conditions.

The pressure to fill open territories as quickly as possible often makes the selection of good salespeople difficult.

Personality traits such as sales adaptiveness and optimism have been positively correlated to success in sales.

The formula for determining the number of recruits is: R = H / (S x A) Where H = required number of hires S = percentage of recruits selected A = percentage of those selected who accept

According to a survey of ___________, sales managers should hire people who are loyal to the customer, willing to fight for them, thoroughness, and follow through on promises.

Which of the following tests is least likely to be used as a selection tool?

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