Question 1

Jamod is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the advantages of hiring this candidate?

Accepted Answer

the advantages include a shorter ramp-up time because the candidate know the products and the market,motivation for staff members through competition with the new person,and experience.

Question 2

A sales manager can use a job description to guide recruiting efforts and later as:

Accepted Answer

A) A job analysis. 
B) An internal resource allocation device. 
C) Standards for evaluating performance. 
D) All of the choices are correct. 
A) A job analysis. 
B) An internal resource allocation device. 
C) Standards for evaluating performance. 
D) All of the choices are correct. C

Question 3

The number and level of people involved in recruiting and selecting salespeople depends on:

Accepted Answer

A) Equal employment opportunity laws. 
B) The effectiveness of the human resources department. 
C) The size of the sales force and kind of selling involved. 
D) All of the choices are correct. 
A) Equal employment opportunity laws. 
B) The effectiveness of the human resources department. 
C) The size of the sales force and kind of selling involved. 
D) All of the choices are correct. C

Question 4

Sales recruiters sometimes use unstructured interviews because they:

Accepted Answer

A) Provide consistency when comparing candidates. 
B) Allow the candidate to talk freely yielding insights into his or her character and motivations. 
C) Are easier to conduct than structured interviews. 
D) Avoid the potential for bias in interviewing. 
A) Provide consistency when comparing candidates. 
B) Allow the candidate to talk freely yielding insights into his or her character and motivations. 
C) Are easier to conduct than structured interviews. 
D) Avoid the potential for bias in interviewing.

Question 5

Psychological tests that assess candidate's interest in,or ability to perform certain tasks and activities are___________________ tests.

Accepted Answer

A) Intelligence. 
B) Aptitude. 
C) Personality. 
D) Correspondence. 
A) Intelligence. 
B) Aptitude. 
C) Personality. 
D) Correspondence.

Question 6

During the evaluation stage,managers must be especially careful not to:

Accepted Answer

A) Interview too many people. 
B) Violate equal employment opportunity laws. 
C) Overlook promising candidates. 
D) Select their favorite candidates. 
A) Interview too many people. 
B) Violate equal employment opportunity laws. 
C) Overlook promising candidates. 
D) Select their favorite candidates.

Question 7

When hiring a salesperson from a competitor,there is greatest potential for:

Accepted Answer

A) Short-term benefits. 
B) Long-term benefits. 
C) Both long and short-term benefits. 
D) None of the above. 
A) Short-term benefits. 
B) Long-term benefits. 
C) Both long and short-term benefits. 
D) None of the above.

Question 8

Psychological tests that assess candidate's mental ability to perform a job successfully are ___________________ tests.

Accepted Answer

A) Intelligence. 
B) Aptitude. 
C) Personality. 
D) Correspondence. 
A) Intelligence. 
B) Aptitude. 
C) Personality. 
D) Correspondence.

Question 9

What tasks need to be carried out during the evaluation stage of recruitment and selection?

Accepted Answer

During the evaluation stage of

Question 10

Tom is conducting a job analysis.He should start with collecting information from:

Accepted Answer

A) Competitors. 
B) The job occupant and sales manager. 
C) The HR department. 
D) Advertisements written by other firms seeking salespeople. 
A) Competitors. 
B) The job occupant and sales manager. 
C) The HR department. 
D) Advertisements written by other firms seeking salespeople.

Question 11

Jared is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jessica recognizes the advantage of hiring this candidate is:

Accepted Answer

A) Reduce learning curve. 
B) Motivation for existing staff members. 
C) Experience. 
D) All of the choices are correct. 
A) Reduce learning curve. 
B) Motivation for existing staff members. 
C) Experience. 
D) All of the choices are correct.

Question 12

People in nonsales departments sometimes have ____________ and are a common source of sales recruits.

Accepted Answer

A) Production mentality. 
B) Latent talent. 
C) Advertising creativity. 
D) None of the choices are correct. 
A) Production mentality. 
B) Latent talent. 
C) Advertising creativity. 
D) None of the choices are correct.

Question 13

Danielle is in charge of recruiting a new salesperson.She sets as her goal:

Accepted Answer

A) To find as many applicants as possible. 
B) To find as many qualified applicants as possible. 
C) To attract a few good applicants. 
D) Hiring only relatives of current employees. 
A) To find as many applicants as possible. 
B) To find as many qualified applicants as possible. 
C) To attract a few good applicants. 
D) Hiring only relatives of current employees.

Question 14

Research has shown that ______________ are the worst predictor of a potential salesperson's future job performance.

Accepted Answer

A) Applications. 
B) Evaluations based on personal interviews. 
C) Reference checks. 
D) Psychological tests. 
A) Applications. 
B) Evaluations based on personal interviews. 
C) Reference checks. 
D) Psychological tests.

Question 15

In deciding on selection criteria,companies with many salespeople will sometimes:

Accepted Answer

A) Evaluate the personal histories of existing salespeople. 
B) Include the sales force in the selection process. 
C) Avoid use of internal applicants in order to avoid company conflicts. 
D) All of the choices are correct. 
A) Evaluate the personal histories of existing salespeople. 
B) Include the sales force in the selection process. 
C) Avoid use of internal applicants in order to avoid company conflicts. 
D) All of the choices are correct.

Question 16

When a multi-disciplinary team is involved in hiring salespeople,the final say in determining who is hired usually is made by:

Accepted Answer

A) The sales manager. 
B) Experienced salespeople. 
C) The HR manager. 
D) The CEO. 
A) The sales manager. 
B) Experienced salespeople. 
C) The HR manager. 
D) The CEO.

Question 17

Jessica is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the disadvantages of hiring this candidate?

Accepted Answer

The disadvantages include: Squ

Question 18

Research has shown that ______________ are the best predictors of a potential salesperson's future job performance.

Accepted Answer

A) Applications. 
B) Personal interviews. 
C) Reference checks. 
D) Psychological tests. 
A) Applications. 
B) Personal interviews. 
C) Reference checks. 
D) Psychological tests.

Question 19

When a company expands globally,sales recruiting:

Accepted Answer

A) Becomes easier. 
B) Problems magnify. 
C) Should use the same process as conducted domestically. 
D) Should use the same process as conducted domestically adapting only for differences in employment law. 
A) Becomes easier. 
B) Problems magnify. 
C) Should use the same process as conducted domestically. 
D) Should use the same process as conducted domestically adapting only for differences in employment law.

Question 20

For recruiting salespeople,the Internet is best used for:

Accepted Answer

A) Everything. 
B) Screening candidates. 
C) Attracting young people. 
D) Facilitating the interviewing process. 
A) Everything. 
B) Screening candidates. 
C) Attracting young people. 
D) Facilitating the interviewing process.

Jamod is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the advantages of hiring this candidate?

A sales manager can use a job description to guide recruiting efforts and later as:

The number and level of people involved in recruiting and selecting salespeople depends on:

Sales recruiters sometimes use unstructured interviews because they:

Psychological tests that assess candidate's interest in,or ability to perform certain tasks and activities are___________________ tests.

During the evaluation stage,managers must be especially careful not to:

When hiring a salesperson from a competitor,there is greatest potential for:

Psychological tests that assess candidate's mental ability to perform a job successfully are ___________________ tests.

What tasks need to be carried out during the evaluation stage of recruitment and selection?

Tom is conducting a job analysis.He should start with collecting information from:

Jared is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jessica recognizes the advantage of hiring this candidate is:

People in nonsales departments sometimes have ____________ and are a common source of sales recruits.

Danielle is in charge of recruiting a new salesperson.She sets as her goal:

Research has shown that ______________ are the worst predictor of a potential salesperson's future job performance.

In deciding on selection criteria,companies with many salespeople will sometimes:

When a multi-disciplinary team is involved in hiring salespeople,the final say in determining who is hired usually is made by:

Jessica is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the disadvantages of hiring this candidate?

Research has shown that ______________ are the best predictors of a potential salesperson's future job performance.

When a company expands globally,sales recruiting:

For recruiting salespeople,the Internet is best used for:

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

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Exam 11: Recruiting and Selecting Sales-people

Jamod is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the advantages of hiring this candidate?

A sales manager can use a job description to guide recruiting efforts and later as:

The number and level of people involved in recruiting and selecting salespeople depends on:

Sales recruiters sometimes use unstructured interviews because they:

Psychological tests that assess candidate's interest in,or ability to perform certain tasks and activities are___________________ tests.

During the evaluation stage,managers must be especially careful not to:

When hiring a salesperson from a competitor,there is greatest potential for:

Psychological tests that assess candidate's mental ability to perform a job successfully are ___________________ tests.

What tasks need to be carried out during the evaluation stage of recruitment and selection?

Tom is conducting a job analysis.He should start with collecting information from:

Jared is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jessica recognizes the advantage of hiring this candidate is:

People in nonsales departments sometimes have ____________ and are a common source of sales recruits.

Danielle is in charge of recruiting a new salesperson.She sets as her goal:

Research has shown that ______________ are the worst predictor of a potential salesperson's future job performance.

In deciding on selection criteria,companies with many salespeople will sometimes:

When a multi-disciplinary team is involved in hiring salespeople,the final say in determining who is hired usually is made by:

Jessica is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the disadvantages of hiring this candidate?

Research has shown that ______________ are the best predictors of a potential salesperson's future job performance.

When a company expands globally,sales recruiting:

For recruiting salespeople,the Internet is best used for:

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters