Exam 6: Selecting and Hiring Applicants

An on-the-job interview allows current reps to observe and interact with applicants and may reveal certain undesirable behaviors and traits which would not have been observed otherwise.

(True/False)

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Question 41

The selection tool most likely used as an initial screening device is a:

(Multiple Choice)

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Question 42

Approximately what percentage of international relocation candidates turn down the opportunity because of family related problems?

(Multiple Choice)

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Question 43

In the sales selection process,it is generally illegal to as questions about an applicant's spouse or family members.

(True/False)

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Question 44

An electrical products manufacturer located on the Pacific Coast established the following five sets (among others)of hiring qualifications for one of its sales jobs.For which of the five is an application blank the least appropriate tool for obtaining the information?

(Multiple Choice)

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Question 45

Pre-employment medical screening should be conducted when the firm is ready to extend an offer to a candidate for a specific job and not after an actual offer is made.

(True/False)

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Question 46

The optimum conditions for psychological testing include all of the following scenarios except:

(Multiple Choice)

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Question 47

Compensation packages to a new employee are likely to include all of the following except:

(Multiple Choice)

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Question 48

With respect to the processing of applicants for sales jobs:

(Multiple Choice)

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Question 49

Which of the following is a reason for using a guided interview for selecting salespeople?

(Multiple Choice)

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Question 50

When selecting salespeople,management is least likely to use a personal interview to:

(Multiple Choice)

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Question 51

The sales manager should avoid giving the new person more than normal supervision for fear of incurring jealousies among the rest of the sales force.

(True/False)

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Question 52

The major problem in a non-directed interview is that:

(Multiple Choice)

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Question 53

The use of videoconferencing to conduct interviews:

(Multiple Choice)

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Question 54

Why should a job offer be made in person?

(Multiple Choice)

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Question 55

The sales manager has no responsibility for the social orientation of a new sales representative and family.

(True/False)

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Question 56

A reason for using psychological testing in the sales force selection process is to:

(Multiple Choice)

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Question 57

Behavior-based interviews are better than structured situational based interviews.

(True/False)

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Question 58

To avoid risk of legal liability which occurs in checking references,candidates should be asked to sign a release form which grants permission to contact previous employers.

(True/False)

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Question 59

According to your text,the most commonly used interview is:

(Multiple Choice)

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Question 60

Showing 41 - 60 of 124

An on-the-job interview allows current reps to observe and interact with applicants and may reveal certain undesirable behaviors and traits which would not have been observed otherwise.

The selection tool most likely used as an initial screening device is a:

Approximately what percentage of international relocation candidates turn down the opportunity because of family related problems?

In the sales selection process,it is generally illegal to as questions about an applicant's spouse or family members.

An electrical products manufacturer located on the Pacific Coast established the following five sets (among others)of hiring qualifications for one of its sales jobs.For which of the five is an application blank the least appropriate tool for obtaining the information?

Pre-employment medical screening should be conducted when the firm is ready to extend an offer to a candidate for a specific job and not after an actual offer is made.

The optimum conditions for psychological testing include all of the following scenarios except:

Compensation packages to a new employee are likely to include all of the following except:

With respect to the processing of applicants for sales jobs:

Which of the following is a reason for using a guided interview for selecting salespeople?

When selecting salespeople,management is least likely to use a personal interview to:

The sales manager should avoid giving the new person more than normal supervision for fear of incurring jealousies among the rest of the sales force.

The major problem in a non-directed interview is that:

The use of videoconferencing to conduct interviews:

Why should a job offer be made in person?

The sales manager has no responsibility for the social orientation of a new sales representative and family.

A reason for using psychological testing in the sales force selection process is to:

Behavior-based interviews are better than structured situational based interviews.

To avoid risk of legal liability which occurs in checking references,candidates should be asked to sign a release form which grants permission to contact previous employers.

According to your text,the most commonly used interview is:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

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