Question 1

When a new salesperson is introduced to fellow employees,it is best to:

Accepted Answer

A) Make short,individual introductions making certain that the rep meets everybody. 
B) Make a group introduction. 
C) Let the new person introduce himself on a friendly,informal basis. 
D) Make individual introductions,but allow time for the new rep to chat a little with each person. 
E) Have the sales manager's secretary or a fellow salesperson take the new rep around for introductions. 
A) Make short,individual introductions making certain that the rep meets everybody. 
B) Make a group introduction. 
C) Let the new person introduce himself on a friendly,informal basis. 
D) Make individual introductions,but allow time for the new rep to chat a little with each person. 
E) Have the sales manager's secretary or a fellow salesperson take the new rep around for introductions.

Question 2

The high cost of the assessment-centered technique is a major factor limiting the use of this tool in the selection process.

Accepted Answer

A) True 
 B)False

Question 3

The goal of a mentoring program,where someone with experience and position guides new employees,is to:

Accepted Answer

A) Teach them the corporate culture. 
B) Provide advice and support when needed. 
C) Assist with learning the ropes of a new job. 
D) Help push them up the corporate ladder. 
E) All of these. 
A) Teach them the corporate culture. 
B) Provide advice and support when needed. 
C) Assist with learning the ropes of a new job. 
D) Help push them up the corporate ladder. 
E) All of these.

Question 4

Which of the following statements about the hiring procedure used by a company is true?

Accepted Answer

A) It communicates many things to the recruit about the company's management. 
B) It affects the acceptance rate. 
C) It reflects on the company. 
D) All of these. 
E) None of these. 
A) It communicates many things to the recruit about the company's management. 
B) It affects the acceptance rate. 
C) It reflects on the company. 
D) All of these. 
E) None of these.

Question 5

In the selection process,management will most likely use a personal interview to determine:

Accepted Answer

A) The applicant's prior work experience. 
B) How badly an applicant wants or needs the sales job. 
C) What former employers think of the applicant. 
D) The applicant's educational background. 
E) The applicant's membership in social organizations. 
A) The applicant's prior work experience. 
B) How badly an applicant wants or needs the sales job. 
C) What former employers think of the applicant. 
D) The applicant's educational background. 
E) The applicant's membership in social organizations.

Question 6

A problem connected with the use of psychological tests in the sales force selection process is that:

Accepted Answer

A) Some tests may eliminate the truly creative type of person - the very trait that would make that person a successful sales rep. 
B) The answers on some personality tests can be faked. 
C) Low test scores may be used as the sole determining factor in deciding not to hire some person. 
D) All of these are problems or dangers in testing. 
E) Only two of A-B-C above are problems in testing. 
A) Some tests may eliminate the truly creative type of person - the very trait that would make that person a successful sales rep. 
B) The answers on some personality tests can be faked. 
C) Low test scores may be used as the sole determining factor in deciding not to hire some person. 
D) All of these are problems or dangers in testing. 
E) Only two of A-B-C above are problems in testing.

Question 7

Guided interviews can help to overcome some of the major problems encountered in using personal interviews as a selection technique.

Accepted Answer

A) True 
 B)False

Question 8

The information gathered from various sections of an application blank:

Accepted Answer

A) Is all equally important. 
B) Can be best used to judge mental capacities. 
C) Varies in importance. 
D) Is not very useful in predicting sales success. 
E) None of it is important compared to the information gained from the interview. 
A) Is all equally important. 
B) Can be best used to judge mental capacities. 
C) Varies in importance. 
D) Is not very useful in predicting sales success. 
E) None of it is important compared to the information gained from the interview.

Question 9

Selecting salespeople for international territories:

Accepted Answer

A) Poses no problem because an American organization typically sends its nationals to foreign territories. 
B) While challenging is still relatively easy because the education systems in most countries today closely resembles the American system. 
C) Is particularly easy in developing countries because of the large labor force. 
D) Is a complex problem because there are significant differences between the U.S.and foreign cultures. 
E) Is not a problem because globalization has eliminated most of the barriers surrounding ethnic background,religion,and social classes. 
A) Poses no problem because an American organization typically sends its nationals to foreign territories. 
B) While challenging is still relatively easy because the education systems in most countries today closely resembles the American system. 
C) Is particularly easy in developing countries because of the large labor force. 
D) Is a complex problem because there are significant differences between the U.S.and foreign cultures. 
E) Is not a problem because globalization has eliminated most of the barriers surrounding ethnic background,religion,and social classes.

Question 10

It is expected that the use of videoconferencing to interview candidates will not become widely used due to the high costs involved.

Accepted Answer

A) True 
 B)False

Question 11

Validation is a process used to insure that the criteria used in selection decisions are a predictor of job performance.

Accepted Answer

A) True 
 B)False

Question 12

In the process of selecting salespeople,the least costly selection tools should be used first.

Accepted Answer

A) True 
 B)False

Question 13

If you want to find out how badly an applicant wants (or needs)a sales job,probably the best selection tool is a:

Accepted Answer

A) Long application blank. 
B) Check with former employers. 
C) Personal interviews. 
D) Group of psychological tests. 
E) Weighted application blank. 
A) Long application blank. 
B) Check with former employers. 
C) Personal interviews. 
D) Group of psychological tests. 
E) Weighted application blank.

Question 14

Psychological testing which has undoubtedly been the most controversial of all selection tools and has the added burden of complying with legal guidelines has become less popular as a selection tool used today.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following job qualifications can be determined better by some selection tool other than a personal interview?

Accepted Answer

A) Spouse of sales rep must be in favor of the job. 
B) Salesperson must know how to conduct himself or herself at a party and in other social situations. 
C) Must be well groomed and speak fluently. 
D) Job must fit in with applicant's self-image. 
E) Must be a college graduate with a minimum of C+ grade average and participate in extracurricular activities. 
A) Spouse of sales rep must be in favor of the job. 
B) Salesperson must know how to conduct himself or herself at a party and in other social situations. 
C) Must be well groomed and speak fluently. 
D) Job must fit in with applicant's self-image. 
E) Must be a college graduate with a minimum of C+ grade average and participate in extracurricular activities.

Question 16

A problem with stress interviews is that:

Accepted Answer

A) They are too difficult to conduct. 
B) They are not valid predictors of performance. 
C) They are too costly to conduct. 
D) They are illegal. 
E) Applicants may get upset about having a stress interview. 
A) They are too difficult to conduct. 
B) They are not valid predictors of performance. 
C) They are too costly to conduct. 
D) They are illegal. 
E) Applicants may get upset about having a stress interview.

Question 17

A common weakness in interviewing is:

Accepted Answer

A) Interviewer is unfamiliar with job description. 
B) Not knowing what questions to ask. 
C) Interviewers cannot interpret the answers to many of their questions. 
D) All of these are common weaknesses. 
E) Only two of A-B-C are weaknesses. 
A) Interviewer is unfamiliar with job description. 
B) Not knowing what questions to ask. 
C) Interviewers cannot interpret the answers to many of their questions. 
D) All of these are common weaknesses. 
E) Only two of A-B-C are weaknesses.

Question 18

A grocery products manufacturer located in the Midwest established the following five sets (among others)of hiring qualifications for a type of selling job.For which of the five is management least likely to rely on an application blank to get the information?

Accepted Answer

A) A college graduate who partially financed himself through school. 
B) A normal amount of mental intelligence. 
C) 25-35 years of age,married,and in good health. 
D) Some experience in selling. 
E) Adequate emotional stability and good judgment. 
A) A college graduate who partially financed himself through school. 
B) A normal amount of mental intelligence. 
C) 25-35 years of age,married,and in good health. 
D) Some experience in selling. 
E) Adequate emotional stability and good judgment.

Question 19

With regard to foreign assignments,cultural training should be provided to the whole family.

Accepted Answer

A) True 
 B)False

Question 20

It is wise to let the person learn about any unfavorable factors of the job prior to being hired.

Accepted Answer

A) True 
 B)False

When a new salesperson is introduced to fellow employees,it is best to:

The high cost of the assessment-centered technique is a major factor limiting the use of this tool in the selection process.

The goal of a mentoring program,where someone with experience and position guides new employees,is to:

Which of the following statements about the hiring procedure used by a company is true?

In the selection process,management will most likely use a personal interview to determine:

A problem connected with the use of psychological tests in the sales force selection process is that:

Guided interviews can help to overcome some of the major problems encountered in using personal interviews as a selection technique.

The information gathered from various sections of an application blank:

Selecting salespeople for international territories:

It is expected that the use of videoconferencing to interview candidates will not become widely used due to the high costs involved.

Validation is a process used to insure that the criteria used in selection decisions are a predictor of job performance.

In the process of selecting salespeople,the least costly selection tools should be used first.

If you want to find out how badly an applicant wants (or needs)a sales job,probably the best selection tool is a:

Psychological testing which has undoubtedly been the most controversial of all selection tools and has the added burden of complying with legal guidelines has become less popular as a selection tool used today.

Which of the following job qualifications can be determined better by some selection tool other than a personal interview?

A problem with stress interviews is that:

A common weakness in interviewing is:

A grocery products manufacturer located in the Midwest established the following five sets (among others)of hiring qualifications for a type of selling job.For which of the five is management least likely to rely on an application blank to get the information?

With regard to foreign assignments,cultural training should be provided to the whole family.

It is wise to let the person learn about any unfavorable factors of the job prior to being hired.

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

Filters

Exam 6: Selecting and Hiring Applicants

When a new salesperson is introduced to fellow employees,it is best to:

The high cost of the assessment-centered technique is a major factor limiting the use of this tool in the selection process.

The goal of a mentoring program,where someone with experience and position guides new employees,is to:

Which of the following statements about the hiring procedure used by a company is true?

In the selection process,management will most likely use a personal interview to determine:

A problem connected with the use of psychological tests in the sales force selection process is that:

Guided interviews can help to overcome some of the major problems encountered in using personal interviews as a selection technique.

The information gathered from various sections of an application blank:

Selecting salespeople for international territories:

It is expected that the use of videoconferencing to interview candidates will not become widely used due to the high costs involved.

Validation is a process used to insure that the criteria used in selection decisions are a predictor of job performance.

In the process of selecting salespeople,the least costly selection tools should be used first.

If you want to find out how badly an applicant wants (or needs)a sales job,probably the best selection tool is a:

Psychological testing which has undoubtedly been the most controversial of all selection tools and has the added burden of complying with legal guidelines has become less popular as a selection tool used today.

Which of the following job qualifications can be determined better by some selection tool other than a personal interview?

A problem with stress interviews is that:

A common weakness in interviewing is:

A grocery products manufacturer located in the Midwest established the following five sets (among others)of hiring qualifications for a type of selling job.For which of the five is management least likely to rely on an application blank to get the information?

With regard to foreign assignments,cultural training should be provided to the whole family.

It is wise to let the person learn about any unfavorable factors of the job prior to being hired.

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

Filters