Question 1

The personal interview is considered an error-free selection tool for top salespeople since it is conducted face-to-face.

Accepted Answer

A) True 
 B)False

Question 2

The Age Discrimination in Employment Act prohibits discrimination against people ages 40 -70.

Accepted Answer

A) True 
 B)False

Question 3

You want to provide some strong evidence to your boss for why you want to limit your initial hiring efforts to present office and factory employees for the entry-level sales opening. Which of the following would you not cite as part of your rationale to your boss?

Accepted Answer

A)  They are familiar with the company's products and procedures. 
B)  They have established job histories with the firm. 
C)  They usually consider a transfer to the sales department to be a promotion. 
D)  They do not require as much training as prospects recruited from outside sources. 
E)  I would cite all of the above in my rationale. 
A)  They are familiar with the company's products and procedures. 
B)  They have established job histories with the firm. 
C)  They usually consider a transfer to the sales department to be a promotion. 
D)  They do not require as much training as prospects recruited from outside sources. 
E)  I would cite all of the above in my rationale.

Question 4

Although testing can be an effective way to distinguish among candidates, today it is not legal because it has been used to discriminate against minority groups.

Accepted Answer

A) True 
 B)False

Question 5

The Rehabilitation Act prohibits discrimination based on physical or mental handicaps.

Accepted Answer

A) True 
 B)False

Question 6

The qualifications necessary to succeed in one sales job will be the same for other sales positions.

Accepted Answer

A) True 
 B)False

Question 7

Because college graduates are of above average intelligence and poise, they are typically easier to train and coach than other recruits.

Accepted Answer

A) True 
 B)False

Question 8

While job qualifications focus on the activities and responsibilities of the job, a job description refers to key elements necessary to perform the job successfully.

Accepted Answer

A) True 
 B)False

Question 9

Application blanks gather personal history data in a standardized format.

Accepted Answer

A) True 
 B)False

Question 10

Under the Credit Reporting Act, it is necessary to inform applicants that a credit check is being conducted.

Accepted Answer

A) True 
 B)False

Question 11

Recruiting salespeople from one's competitors or customers is a fairly widespread practice because:

Accepted Answer

A)  a firm not in a position to provide extensive training can often acquire exceptional people from major firms with excellence training programs. 
B)  a firm can reasonably expect that it will pick up some of the new salesperson's old customers. 
C)  a firm may acquire the salesperson, trade secrets, and/or new product information from competitors all at the same time. 
D)  all of the above. 
E)  both a and b of the above. 
A)  a firm not in a position to provide extensive training can often acquire exceptional people from major firms with excellence training programs. 
B)  a firm can reasonably expect that it will pick up some of the new salesperson's old customers. 
C)  a firm may acquire the salesperson, trade secrets, and/or new product information from competitors all at the same time. 
D)  all of the above. 
E)  both a and b of the above.

Question 12

According to a survey of purchasing agents, if you were to hire salespeople that had the most valued traits from a buyer's perspective, a candidate would have which of the following traits?

Accepted Answer

A)  imagination. 
B)  diplomacy in dealing with operating departments. 
C)  knowledge of the product line. 
D)  thoroughness/follow-through. 
E)  all of the above. 
A)  imagination. 
B)  diplomacy in dealing with operating departments. 
C)  knowledge of the product line. 
D)  thoroughness/follow-through. 
E)  all of the above.

Question 13

Most companies tend to over invest in recruiting because costs associated with sales recruiting are difficult to quantify.

Accepted Answer

A) True 
 B)False

Question 14

As an executive with Apsi-Chem, a major supplier of fertilizer in Colorado, you decide to create an application blank in order to provide your sales managers with standardized information on candidates. In order to avoid being sued for discriminatory hiring practices, questions concerning the following variables could be asked:

Accepted Answer

A)  sex or age exceeding 18 years. 
B)  resident status. 
C)  marital status. 
D)  reasons for dishonorable military discharge 
E)  none of the above. 
A)  sex or age exceeding 18 years. 
B)  resident status. 
C)  marital status. 
D)  reasons for dishonorable military discharge 
E)  none of the above.

Question 15

One of the best ways to identify salesperson critical success factors is to send an observer into the field to see what is going on.

Accepted Answer

A) True 
 B)False

Question 16

A well-written ad usually identifies all of the following except:

Accepted Answer

A)  the company. 
B)  product. 
C)  location. 
D)  the background and experience needed to fill the job. 
E)  all of the above are typically included in a well-written ad. 
A)  the company. 
B)  product. 
C)  location. 
D)  the background and experience needed to fill the job. 
E)  all of the above are typically included in a well-written ad.

Question 17

Hiring salespeople who have a different perspective than that of your company culture will always improve an organization because they bring a new cultural perspective.

Accepted Answer

A) True 
 B)False

Question 18

The law states that employers have the option, but are not required, to provide reasonable accommodations for handicapped new hires.

Accepted Answer

A) True 
 B)False

Question 19

According to surveys, it is likely that over half of applicants for will have fabricated something about their educational backgrounds.

Accepted Answer

A) True 
 B)False

Question 20

Working knowledge in sales refers to the ability to identify customer types and the sequences of successful selling behaviors.

Accepted Answer

A) True 
 B)False

The personal interview is considered an error-free selection tool for top salespeople since it is conducted face-to-face.

The Age Discrimination in Employment Act prohibits discrimination against people ages 40 -70.

You want to provide some strong evidence to your boss for why you want to limit your initial hiring efforts to present office and factory employees for the entry-level sales opening. Which of the following would you not cite as part of your rationale to your boss?

Although testing can be an effective way to distinguish among candidates, today it is not legal because it has been used to discriminate against minority groups.

The Rehabilitation Act prohibits discrimination based on physical or mental handicaps.

The qualifications necessary to succeed in one sales job will be the same for other sales positions.

Because college graduates are of above average intelligence and poise, they are typically easier to train and coach than other recruits.

While job qualifications focus on the activities and responsibilities of the job, a job description refers to key elements necessary to perform the job successfully.

Application blanks gather personal history data in a standardized format.

Under the Credit Reporting Act, it is necessary to inform applicants that a credit check is being conducted.

Recruiting salespeople from one's competitors or customers is a fairly widespread practice because:

According to a survey of purchasing agents, if you were to hire salespeople that had the most valued traits from a buyer's perspective, a candidate would have which of the following traits?

Most companies tend to over invest in recruiting because costs associated with sales recruiting are difficult to quantify.

One of the best ways to identify salesperson critical success factors is to send an observer into the field to see what is going on.

A well-written ad usually identifies all of the following except:

Hiring salespeople who have a different perspective than that of your company culture will always improve an organization because they bring a new cultural perspective.

The law states that employers have the option, but are not required, to provide reasonable accommodations for handicapped new hires.

According to surveys, it is likely that over half of applicants for will have fabricated something about their educational backgrounds.

Working knowledge in sales refers to the ability to identify customer types and the sequences of successful selling behaviors.

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

The personal interview is considered an error-free selection tool for top salespeople since it is conducted face-to-face.

The Age Discrimination in Employment Act prohibits discrimination against people ages 40 -70.

You want to provide some strong evidence to your boss for why you want to limit your initial hiring efforts to present office and factory employees for the entry-level sales opening. Which of the following would you not cite as part of your rationale to your boss?

Although testing can be an effective way to distinguish among candidates, today it is not legal because it has been used to discriminate against minority groups.

The Rehabilitation Act prohibits discrimination based on physical or mental handicaps.

The qualifications necessary to succeed in one sales job will be the same for other sales positions.

Because college graduates are of above average intelligence and poise, they are typically easier to train and coach than other recruits.

While job qualifications focus on the activities and responsibilities of the job, a job description refers to key elements necessary to perform the job successfully.

Application blanks gather personal history data in a standardized format.

Under the Credit Reporting Act, it is necessary to inform applicants that a credit check is being conducted.

Recruiting salespeople from one's competitors or customers is a fairly widespread practice because:

According to a survey of purchasing agents, if you were to hire salespeople that had the most valued traits from a buyer's perspective, a candidate would have which of the following traits?

Most companies tend to over invest in recruiting because costs associated with sales recruiting are difficult to quantify.

One of the best ways to identify salesperson critical success factors is to send an observer into the field to see what is going on.

A well-written ad usually identifies all of the following except:

Hiring salespeople who have a different perspective than that of your company culture will always improve an organization because they bring a new cultural perspective.

The law states that employers have the option, but are not required, to provide reasonable accommodations for handicapped new hires.

According to surveys, it is likely that over half of applicants for will have fabricated something about their educational backgrounds.

Working knowledge in sales refers to the ability to identify customer types and the sequences of successful selling behaviors.

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