Exam 7: Recruiting and Selecting Personnel

As the new sales manager, your first task is to hire a salesperson for an open territory. You quickly realize that previous managers in your job have not conducted a job description. Therefore, you have to create one from scratch. You remember from your sales management class that a written job description should include:

An analysis of Northwestern Mutual's past recruiting records indicated that 80% of people recruited are not found to be qualified for a sales position at Northwestern. Of the people to which Northwestern makes a job offer, up to 40% will decline the offer. If the firm wants to hire 48 new people, at least how many people should they recruit?

Effective employment agencies save the sales manager time and money in identifying viable candidates.

A company sells supercomputers. Given the highly technical nature of the product, which of the three candidates would make the best sales person?

The personal interview is a crucial part of the selection process for most sales positions.

As discussed in the text, Federated's job description spells out:

Firms usually want background and credit information on applicants:

John is the top candidate for the prestigious sales job with the largest computer service company in the world. John was asked to spend a day with a few of the current salespeople as part of the interview process. According to the text, the major benefit to John of the field interview is:

Recently, a sales manager posted a job description as the merchandising of sales promotions to store managers. However, the high performing salespeople actually spent their time stocking shelves and checking inventory. The salespeople hired to sell to store managers were unhappy when they found out that the job is really that of a glorified stock clerk. This sales manager failed to conduct:

An application blank should not include questions about the applicant's martial status, and age, exceeding 18 years.

The primary objective of the___________ process is to build a profile of the successful performer that can be used to select additional salespeople.

Guidelines explaining the discriminatory laws have been issued by:

Ads in national news print have a tendency to streamline the recruiting process by providing candidates who are overqualified.

An excellent source of sales trainees is educational institutions. However, according to the text, one disadvantage of recruiting sales trainees from reputable colleges is that college students:

Recruiting and selection should start with a clear statement of the necessary qualifications a candidate must possess.

Recruiting and selection should start with identifying the best source of good candidates.

Although a fairly good source of sales trainees has been from educational institutions, there is now a trend toward hiring fewer college graduates for sales jobs.

The employment agency does everything for a sales manager except:

Hiring experienced salespeople from the competition can be unprofitable because of the costs associated with attracting and retraining the person.

You are looking to hire a salesperson for an open territory. Given the low salesperson turnover over the past few years, you've decided to conduct a job analysis and rewrite the job description. To obtain the best possible candidate, the job description should not include: