Question 1

When establishing policies concerning responsibility for recruitment and selection,what questions should be addressed?

Accepted Answer

Two questions,who will partici

Question 2

What activities are involved in evaluating applicants?

Accepted Answer

During the evaluation stage em

Question 3

As part of conducting a job analysis,Ingrid is interviewing the current salesperson.Ingrid should ask the salesperson:

Accepted Answer

A) When he or she will be leaving? 
B) What he or she actually does? 
C) Where he or she received their education? 
D) None of the choices are correct. 
A) When he or she will be leaving? 
B) What he or she actually does? 
C) Where he or she received their education? 
D) None of the choices are correct.

Question 4

Sales recruiters often do not use psychological tests because:

Accepted Answer

A) They doubt the validity of such tests. 
B) They do not always produce consistent scores. 
C) They may be viewed as an invasion of privacy. 
D) All of the choices are correct. 
A) They doubt the validity of such tests. 
B) They do not always produce consistent scores. 
C) They may be viewed as an invasion of privacy. 
D) All of the choices are correct.

Question 5

An effective recruiting effort should not discourage unqualified people from applying.

Accepted Answer

A) True 
 B)False

Question 6

To avoid bias in recruitment and selection when conducting a job analysis,current job occupants should not be observed or interviewed.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is a good source of sales recruits without negative attitudes toward selling careers?

Accepted Answer

A) Elite colleges. 
B) High schools. 
C) Technical schools with sales training programs. 
D) All of the choices are correct. 
A) Elite colleges. 
B) High schools. 
C) Technical schools with sales training programs. 
D) All of the choices are correct.

Question 8

What dimensions and requirements are typically included in sales job descriptions?

Accepted Answer

Good job descriptions typically include:

Question 9

One of the limitations associated with recruiting from within a company is:

Accepted Answer

A) Animosity from the supervisors in other departments losing personnel to sales. 
B) People in nonsales departments have different kinds of sales experience. 
C) Too much technical knowledge of the product among nonsales people. 
D) All of the choices are correct. 
A) Animosity from the supervisors in other departments losing personnel to sales. 
B) People in nonsales departments have different kinds of sales experience. 
C) Too much technical knowledge of the product among nonsales people. 
D) All of the choices are correct.

Question 10

Jeff is the HR manager for an industrial supply company.He is often included in recruiting and selection of salespeople but knows:

Accepted Answer

A) He is included only to appease upper management. 
B) He is included because he needs to explain benefits. 
C) His insights will determine the final selection. 
D) He is not as knowledgeable about the job as the sales manager. 
A) He is included only to appease upper management. 
B) He is included because he needs to explain benefits. 
C) His insights will determine the final selection. 
D) He is not as knowledgeable about the job as the sales manager.

Question 11

The first decision in recruitment and selection is analyzing the job.

Accepted Answer

A) True 
 B)False

Question 12

When finding and attracting a pool of applicants,the goal is to attract as many qualified applicants as possible.

Accepted Answer

A) True 
 B)False

Question 13

When Lora interviews sales candidates,she intentionally will use silence to see how the candidate responds.Lora is using a ___________ interviewing technique.

Accepted Answer

A) Stress. 
B) Structured. 
C) Unstructured. 
D) Case study. 
A) Stress. 
B) Structured. 
C) Unstructured. 
D) Case study.

Question 14

Which of the following is NOT an external source of sales recruits?

Accepted Answer

A) Ads. 
B) Recruiting agencies. 
C) Colleges. 
D) International divisions of the company. 
A) Ads. 
B) Recruiting agencies. 
C) Colleges. 
D) International divisions of the company.

Question 15

When conducting a job analysis,information should be collected from people doing the job and the sales manager.

Accepted Answer

A) True 
 B)False

Question 16

How can a well-written job description help a sales manager in areas beyond recruiting?

Accepted Answer

A well-written job description

Question 17

Why is recruiting and selecting salespeople important?

Accepted Answer

Recruiting and selecting sales

Question 18

After establishing policy concerning who is responsible for recruitment and selection,the next step in the recruitment process is:

Accepted Answer

A) Writing a job description. 
B) Finding a pool of applicants. 
C) Conducting reference checks. 
D) Conducting a thorough job analysis. 
A) Writing a job description. 
B) Finding a pool of applicants. 
C) Conducting reference checks. 
D) Conducting a thorough job analysis.

Question 19

Which of the following is typically NOT part of a sales job description?

Accepted Answer

A) The nature of the product(s)to be sold. 
B) The mental and physical demands. 
C) The past sales and commission history. 
D) the types of customers to be called on. 
A) The nature of the product(s)to be sold. 
B) The mental and physical demands. 
C) The past sales and commission history. 
D) the types of customers to be called on.

Question 20

What are the advantages of recruiting salespeople from current company employees?

Accepted Answer

The advantages are: Company em

When establishing policies concerning responsibility for recruitment and selection,what questions should be addressed?

What activities are involved in evaluating applicants?

As part of conducting a job analysis,Ingrid is interviewing the current salesperson.Ingrid should ask the salesperson:

Sales recruiters often do not use psychological tests because:

An effective recruiting effort should not discourage unqualified people from applying.

To avoid bias in recruitment and selection when conducting a job analysis,current job occupants should not be observed or interviewed.

Which of the following is a good source of sales recruits without negative attitudes toward selling careers?

What dimensions and requirements are typically included in sales job descriptions?

One of the limitations associated with recruiting from within a company is:

Jeff is the HR manager for an industrial supply company.He is often included in recruiting and selection of salespeople but knows:

The first decision in recruitment and selection is analyzing the job.

When finding and attracting a pool of applicants,the goal is to attract as many qualified applicants as possible.

When Lora interviews sales candidates,she intentionally will use silence to see how the candidate responds.Lora is using a ___________ interviewing technique.

Which of the following is NOT an external source of sales recruits?

When conducting a job analysis,information should be collected from people doing the job and the sales manager.

How can a well-written job description help a sales manager in areas beyond recruiting?

Why is recruiting and selecting salespeople important?

After establishing policy concerning who is responsible for recruitment and selection,the next step in the recruitment process is:

Which of the following is typically NOT part of a sales job description?

What are the advantages of recruiting salespeople from current company employees?

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

Exam 11: Recruiting and Selecting Sales-people

When establishing policies concerning responsibility for recruitment and selection,what questions should be addressed?

What activities are involved in evaluating applicants?

As part of conducting a job analysis,Ingrid is interviewing the current salesperson.Ingrid should ask the salesperson:

Sales recruiters often do not use psychological tests because:

An effective recruiting effort should not discourage unqualified people from applying.

To avoid bias in recruitment and selection when conducting a job analysis,current job occupants should not be observed or interviewed.

Which of the following is a good source of sales recruits without negative attitudes toward selling careers?

What dimensions and requirements are typically included in sales job descriptions?

One of the limitations associated with recruiting from within a company is:

Jeff is the HR manager for an industrial supply company.He is often included in recruiting and selection of salespeople but knows:

The first decision in recruitment and selection is analyzing the job.

When finding and attracting a pool of applicants,the goal is to attract as many qualified applicants as possible.

When Lora interviews sales candidates,she intentionally will use silence to see how the candidate responds.Lora is using a ___________ interviewing technique.

Which of the following is NOT an external source of sales recruits?

When conducting a job analysis,information should be collected from people doing the job and the sales manager.

How can a well-written job description help a sales manager in areas beyond recruiting?

Why is recruiting and selecting salespeople important?

After establishing policy concerning who is responsible for recruitment and selection,the next step in the recruitment process is:

Which of the following is typically NOT part of a sales job description?

What are the advantages of recruiting salespeople from current company employees?

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