Question 1

If the sales manager has hired the right people,he or she should let them find their own way in the organization for the first few weeks.

Accepted Answer

A) True 
 B)False

Question 2

Research results show that interviews are a good predictor of an applicant's success in a sales job.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following tools is least likely to be used in selecting salespeople?

Accepted Answer

A) Interviews. 
B) Application blank. 
C) Reference check. 
D) Lie-detector test (polygraph). 
E) Battery of psychological tests. 
A) Interviews. 
B) Application blank. 
C) Reference check. 
D) Lie-detector test (polygraph). 
E) Battery of psychological tests.

Question 4

All of the following inquiries may be lawfully asked of a potential sales rep except:

Accepted Answer

A) Should the applicant be addressed as Mr. ,Mrs. ,Ms,or Miss. 
B) What the applicant didn't like about a job and why the applicant left a job. 
C) Inquiries to the applicant's education and the years attending specific academic institutions. 
D) Questions about convictions if they relate to the fitness of the applicant to do the job. 
E) Who will care for the children if the applicant is hired. 
A) Should the applicant be addressed as Mr. ,Mrs. ,Ms,or Miss. 
B) What the applicant didn't like about a job and why the applicant left a job. 
C) Inquiries to the applicant's education and the years attending specific academic institutions. 
D) Questions about convictions if they relate to the fitness of the applicant to do the job. 
E) Who will care for the children if the applicant is hired.

Question 5

The best type of reference check usually is:

Accepted Answer

A) Personal telephone call to former employer. 
B) Letter specifically addressed to former employer. 
C) Use of outside agency like a retail credit bureau. 
D) "To whom it may concern" type of recommendation letter carried by the applicant. 
E) Have the applicant ask the reference to write to the prospective employer. 
A) Personal telephone call to former employer. 
B) Letter specifically addressed to former employer. 
C) Use of outside agency like a retail credit bureau. 
D) "To whom it may concern" type of recommendation letter carried by the applicant. 
E) Have the applicant ask the reference to write to the prospective employer.

Question 6

In the sales force selection process,a physical examination:

Accepted Answer

A) Should be required of every applicant before he or she is given an offer. 
B) Can be accomplished by asking appropriate questions on the application blank or during the interview. 
C) Is not needed if the applicant recently took out a life insurance policy. 
D) Is not needed when the job calls for missionary salespeople. 
E) Should be given after a job offer has been made. 
A) Should be required of every applicant before he or she is given an offer. 
B) Can be accomplished by asking appropriate questions on the application blank or during the interview. 
C) Is not needed if the applicant recently took out a life insurance policy. 
D) Is not needed when the job calls for missionary salespeople. 
E) Should be given after a job offer has been made.

Question 7

When a company requires a new salesperson to move to another city for the job,the company is likely to pay for:

Accepted Answer

A) Packing and moving furniture. 
B) Transportation for the entire family. 
C) A new house for the salesperson and family. 
D) All of these. 
E) Only two of A-B-C. 
A) Packing and moving furniture. 
B) Transportation for the entire family. 
C) A new house for the salesperson and family. 
D) All of these. 
E) Only two of A-B-C.

Question 8

An advantage of having a mentor in your company is that this person can:

Accepted Answer

A) Provide moral support for you in your work. 
B) Protect your political position in the organization. 
C) Provide you with guidance and advice on the many problems that are bound to arise as you pursue your career. 
D) Do all of these. 
E) Do only two of A-B-C. 
A) Provide moral support for you in your work. 
B) Protect your political position in the organization. 
C) Provide you with guidance and advice on the many problems that are bound to arise as you pursue your career. 
D) Do all of these. 
E) Do only two of A-B-C.

Question 9

A physical examination should be treated as a necessary part of the sales selection process.

Accepted Answer

A) True 
 B)False

Question 10

When hiring for a team selling position,it is best not to include the team in the interviewing process.

Accepted Answer

A) True 
 B)False

Question 11

With respect to the selection tools that are used in processing applicants for a sales job:

Accepted Answer

A) The most effective sequence is to start with an application blank and follow up with a series of interviews. 
B) The least costly tools should be used first. 
C) Under Affirmative Action guidelines,a company is not allowed to use psychological tests. 
D) Companies should use standardized forms (developed for general use by any company)as much as possible. 
E) None of these is correct. 
A) The most effective sequence is to start with an application blank and follow up with a series of interviews. 
B) The least costly tools should be used first. 
C) Under Affirmative Action guidelines,a company is not allowed to use psychological tests. 
D) Companies should use standardized forms (developed for general use by any company)as much as possible. 
E) None of these is correct.

Question 12

The socialization process is best described as:

Accepted Answer

A) Instilling in new employees the values and attitudes of the people in the firm after the first six months of employment. 
B) Encouraging new employees to participate in company outings,baseball games,and fund raising for charitable organizations. 
C) A two stage process whereby once an employee is hired,the new recruit is assimilated through training,information,experience,and personal attention. 
D) The process in which only positive information regarding the job opportunities are presented any "off-putting" challenges are down-played. 
E) All of these. 
A) Instilling in new employees the values and attitudes of the people in the firm after the first six months of employment. 
B) Encouraging new employees to participate in company outings,baseball games,and fund raising for charitable organizations. 
C) A two stage process whereby once an employee is hired,the new recruit is assimilated through training,information,experience,and personal attention. 
D) The process in which only positive information regarding the job opportunities are presented any "off-putting" challenges are down-played. 
E) All of these.

Question 13

A personal interview with a sales rep is a reliable predictor of success in the sales job because:

Accepted Answer

A) Interviews are the most widely used selection tool. 
B) The sales job requires skills similar to those which are on display in the interview. 
C) It enables the interviewer to get a "gut" reaction instead of a merely objective evaluation. 
D) The sales manager is known to be a highly effective interviewer and can consistently react so as to affect applicants' responses. 
A) Interviews are the most widely used selection tool. 
B) The sales job requires skills similar to those which are on display in the interview. 
C) It enables the interviewer to get a "gut" reaction instead of a merely objective evaluation. 
D) The sales manager is known to be a highly effective interviewer and can consistently react so as to affect applicants' responses.

Question 14

A company will most likely use a (an)______ when it wants to start a personal-history file for a prospective sales rep.

Accepted Answer

A) Guided interview. 
B) Aptitude test. 
C) Reference check. 
D) Screening interview. 
E) Application blank. 
A) Guided interview. 
B) Aptitude test. 
C) Reference check. 
D) Screening interview. 
E) Application blank.

Question 15

A long,detailed application blank in sales force selection ordinarily is used:

Accepted Answer

A) As a data base for later re-evaluating the hiring qualifications for the job. 
B) As a source of a sales representative's personal history record. 
C) As a basis for later probing in an interview. 
D) For all of these purposes. 
E) For only two of A-B-C above. 
A) As a data base for later re-evaluating the hiring qualifications for the job. 
B) As a source of a sales representative's personal history record. 
C) As a basis for later probing in an interview. 
D) For all of these purposes. 
E) For only two of A-B-C above.

Question 16

Virtually no salesperson is ever hired without a personal interview,and there are no satisfactory substitutes for this procedure.

Accepted Answer

A) True 
 B)False

Question 17

The social needs of the trainee's spouse should not be considered by the sales manager.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is the best reason for using psychological tests in the process of selecting salespeople?

Accepted Answer

A) To help a small company develop a more formal,structured selection program. 
B) To replace other selection tools. 
C) To determine the appropriate hiring qualifications. 
D) To guarantee that the right applicants will be hired. 
E) To identify some trait in an applicant more precisely than can be done with other selection tools. 
A) To help a small company develop a more formal,structured selection program. 
B) To replace other selection tools. 
C) To determine the appropriate hiring qualifications. 
D) To guarantee that the right applicants will be hired. 
E) To identify some trait in an applicant more precisely than can be done with other selection tools.

Question 19

When comparing guided interviews with nondirected (unstructured)interviews,it is correct to say that:

Accepted Answer

A) The guided interview is more likely to require an experienced interviewer. 
B) In a guided interview,the interviewer is more likely to neglect some key topics. 
C) The nondirected interview puts the applicant under greater stress. 
D) The guided interview is not good as an initial screening device. 
E) None of these is correct. 
A) The guided interview is more likely to require an experienced interviewer. 
B) In a guided interview,the interviewer is more likely to neglect some key topics. 
C) The nondirected interview puts the applicant under greater stress. 
D) The guided interview is not good as an initial screening device. 
E) None of these is correct.

Question 20

A problem connected with the informal,non-directed type of hiring interview is that:

Accepted Answer

A) It may take a lot of time and uncover little information. 
B) It requires more interpretive skill on the part of the interviewer than is true in guided interviews. 
C) The interviewer is more limited to certain types of questions than is true in a guided interview. 
D) All of these are correct. 
E) Only two of A-B-C are problems with non-directed interviews. 
A) It may take a lot of time and uncover little information. 
B) It requires more interpretive skill on the part of the interviewer than is true in guided interviews. 
C) The interviewer is more limited to certain types of questions than is true in a guided interview. 
D) All of these are correct. 
E) Only two of A-B-C are problems with non-directed interviews.

If the sales manager has hired the right people,he or she should let them find their own way in the organization for the first few weeks.

Research results show that interviews are a good predictor of an applicant's success in a sales job.

Which of the following tools is least likely to be used in selecting salespeople?

All of the following inquiries may be lawfully asked of a potential sales rep except:

The best type of reference check usually is:

In the sales force selection process,a physical examination:

When a company requires a new salesperson to move to another city for the job,the company is likely to pay for:

An advantage of having a mentor in your company is that this person can:

A physical examination should be treated as a necessary part of the sales selection process.

When hiring for a team selling position,it is best not to include the team in the interviewing process.

With respect to the selection tools that are used in processing applicants for a sales job:

The socialization process is best described as:

A personal interview with a sales rep is a reliable predictor of success in the sales job because:

A company will most likely use a (an)______ when it wants to start a personal-history file for a prospective sales rep.

A long,detailed application blank in sales force selection ordinarily is used:

Virtually no salesperson is ever hired without a personal interview,and there are no satisfactory substitutes for this procedure.

The social needs of the trainee's spouse should not be considered by the sales manager.

Which of the following is the best reason for using psychological tests in the process of selecting salespeople?

When comparing guided interviews with nondirected (unstructured)interviews,it is correct to say that:

A problem connected with the informal,non-directed type of hiring interview is that:

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

If the sales manager has hired the right people,he or she should let them find their own way in the organization for the first few weeks.

Research results show that interviews are a good predictor of an applicant's success in a sales job.

Which of the following tools is least likely to be used in selecting salespeople?

All of the following inquiries may be lawfully asked of a potential sales rep except:

The best type of reference check usually is:

In the sales force selection process,a physical examination:

When a company requires a new salesperson to move to another city for the job,the company is likely to pay for:

An advantage of having a mentor in your company is that this person can:

A physical examination should be treated as a necessary part of the sales selection process.

When hiring for a team selling position,it is best not to include the team in the interviewing process.

With respect to the selection tools that are used in processing applicants for a sales job:

The socialization process is best described as:

A personal interview with a sales rep is a reliable predictor of success in the sales job because:

A company will most likely use a (an)______ when it wants to start a personal-history file for a prospective sales rep.

A long,detailed application blank in sales force selection ordinarily is used:

Virtually no salesperson is ever hired without a personal interview,and there are no satisfactory substitutes for this procedure.

The social needs of the trainee's spouse should not be considered by the sales manager.

Which of the following is the best reason for using psychological tests in the process of selecting salespeople?

When comparing guided interviews with nondirected (unstructured)interviews,it is correct to say that:

A problem connected with the informal,non-directed type of hiring interview is that:

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