Question 1

Advantages of interviewing include all of the following except:

Accepted Answer

A)  allow managers to follow up on information collected from application blanks. 
B)  directly sort out applicants who have no desire for the job. 
C)  are more objective than aptitude tests and application blanks. 
D)  allow managers to observe the applicant's conversation ability and appearance. 
E)  being a two-way communication procedure for the purpose of exchanging information. 
A)  allow managers to follow up on information collected from application blanks. 
B)  directly sort out applicants who have no desire for the job. 
C)  are more objective than aptitude tests and application blanks. 
D)  allow managers to observe the applicant's conversation ability and appearance. 
E)  being a two-way communication procedure for the purpose of exchanging information.

Question 2

The personal interview is a standard part of the selection process for all sales positions, since interpersonal style is considered important in sales. Hence, the sales manager will be attempting to assess the candidates' ___________in the interview.

Accepted Answer

A)  ability to think quickly 
B)  speaking voice 
C)  reasons for leaving previous employers 
D)  appearance 
E)  all of the above 
A)  ability to think quickly 
B)  speaking voice 
C)  reasons for leaving previous employers 
D)  appearance 
E)  all of the above

Question 3

Recruiting is the process through which businesses locate and attract qualified applicants for sales positions. If you are the CEO of a small start-up business with limited training resources and have decided to build your own sales force, which of the following is most likely to be your source of sales trainees?

Accepted Answer

A)  your present customers 
B)  salespeople with industry experience 
C)  business associates 
D)  sales executive clubs 
E)  newspaper advertising 
A)  your present customers 
B)  salespeople with industry experience 
C)  business associates 
D)  sales executive clubs 
E)  newspaper advertising

Question 4

One way to determine necessary job qualifications is by examining the specific behaviors and traits of the best salespeople in the sales force.

Accepted Answer

A) True 
 B)False

Question 5

Analysis of past recruiting records indicate that only 1 in 5 recruits are selected for sales positions and that of those selected only 50% accept an offer. If the firm wants to hire 5 new people, at least how many people should they recruit?

Accepted Answer

A)  10 people 
B)  20 people 
C)  36 people 
D)  50 people 
E)  none of the above are correct 
A)  10 people 
B)  20 people 
C)  36 people 
D)  50 people 
E)  none of the above are correct

Question 6

Since selling is a white collar job, a physical examination is usually not required.

Accepted Answer

A) True 
 B)False

Question 7

Selection of good salespeople obviously represents an important opportunity to gain a competitive advantage. However, it has been estimated that over half of all people in sales positions are not suited for such a career. Which of the following is a reason for the underperformance by sales managers in this area?

Accepted Answer

A)  When unemployment is low, managers are less likely to make a hiring mistake due to the large number of applicants they receive. 
B)  Many managers over analyze the candidates' qualifications and experiences. 
C)  Many companies do not provide effective interviewing training for key line managers who complete the interviewing process. 
D)  When unemployment is high, managers are less vulnerable to making a hiring mistake from the large number of applicants they receive. 
E)  None of the above. 
A)  When unemployment is low, managers are less likely to make a hiring mistake due to the large number of applicants they receive. 
B)  Many managers over analyze the candidates' qualifications and experiences. 
C)  Many companies do not provide effective interviewing training for key line managers who complete the interviewing process. 
D)  When unemployment is high, managers are less vulnerable to making a hiring mistake from the large number of applicants they receive. 
E)  None of the above.

Advantages of interviewing include all of the following except:

The personal interview is a standard part of the selection process for all sales positions, since interpersonal style is considered important in sales. Hence, the sales manager will be attempting to assess the candidates' ___________in the interview.

One way to determine necessary job qualifications is by examining the specific behaviors and traits of the best salespeople in the sales force.

Analysis of past recruiting records indicate that only 1 in 5 recruits are selected for sales positions and that of those selected only 50% accept an offer. If the firm wants to hire 5 new people, at least how many people should they recruit?

Since selling is a white collar job, a physical examination is usually not required.

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

Advantages of interviewing include all of the following except:

The personal interview is a standard part of the selection process for all sales positions, since interpersonal style is considered important in sales. Hence, the sales manager will be attempting to assess the candidates' ___________in the interview.

One way to determine necessary job qualifications is by examining the specific behaviors and traits of the best salespeople in the sales force.

Analysis of past recruiting records indicate that only 1 in 5 recruits are selected for sales positions and that of those selected only 50% accept an offer. If the firm wants to hire 5 new people, at least how many people should they recruit?

Since selling is a white collar job, a physical examination is usually not required.

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