Question 1

The main objective of a nondirected interview is to:

Accepted Answer

A) Get the applicants to talk about themselves. 
B) Probe in depth into the applicant's work experience. 
C) See how the applicant reacts under stress. 
D) Provide standards for comparing the various applicants. 
E) Help a company who has inexperienced interviewers. 
A) Get the applicants to talk about themselves. 
B) Probe in depth into the applicant's work experience. 
C) See how the applicant reacts under stress. 
D) Provide standards for comparing the various applicants. 
E) Help a company who has inexperienced interviewers.

Question 2

Regarding the social and psychological needs of newly-hired sales reps,management should:

Accepted Answer

A) Take steps to see that the family gets into activities in which they are interested. 
B) Try to cushion the shock of physically and socially uprooting the rep's family when the rep is assigned to a territory that requires the family to move. 
C) Leave the family alone and not butt into their affairs. 
D) Do all of these. 
E) Do only two of A-B-C above. 
A) Take steps to see that the family gets into activities in which they are interested. 
B) Try to cushion the shock of physically and socially uprooting the rep's family when the rep is assigned to a territory that requires the family to move. 
C) Leave the family alone and not butt into their affairs. 
D) Do all of these. 
E) Do only two of A-B-C above.

Question 3

A hardware wholesaler located in the Southeast established the following five sets (among others)of hiring qualifications for a sales job.For which of the five is management least likely to rely on an application blank to get the information?

Accepted Answer

A) Be able to analyze a problem logically and make decisions. 
B) Three years' experience in selling. 
C) Completed at least two years of college. 
D) Possesses normal amounts of mental intelligence. 
E) Belongs to at least two social organizations. 
A) Be able to analyze a problem logically and make decisions. 
B) Three years' experience in selling. 
C) Completed at least two years of college. 
D) Possesses normal amounts of mental intelligence. 
E) Belongs to at least two social organizations.

Question 4

The need for a socialization program will not be minimized by establishing an excellent selection program.

Accepted Answer

A) True 
 B)False

Question 5

Today there are no legal limits on the use of testing in the selection process.

Accepted Answer

A) True 
 B)False

Question 6

"Someone with experience,position,or power who adopts you as a protege and helps you advance your career" best describes a:

Accepted Answer

A) Mentor. 
B) Trainer. 
C) Professor. 
D) Peer group. 
E) None of these. 
A) Mentor. 
B) Trainer. 
C) Professor. 
D) Peer group. 
E) None of these.

Question 7

A testing program is likely to be a useful or successful tool for hiring salespeople when:

Accepted Answer

A) The applicants generally are "test-wise." 
B) The company hires very few sales representatives. 
C) The firm hires only experienced salespeople. 
D) Management is looking for an inexpensive shortcut in its hiring process. 
E) The executives who are responsible for interviewing the applicants are not adept at interpreting personality traits or selling aptitudes in the applicants. 
A) The applicants generally are "test-wise." 
B) The company hires very few sales representatives. 
C) The firm hires only experienced salespeople. 
D) Management is looking for an inexpensive shortcut in its hiring process. 
E) The executives who are responsible for interviewing the applicants are not adept at interpreting personality traits or selling aptitudes in the applicants.

Question 8

Which of the following statements is not true?

Accepted Answer

A) It is not necessary to go over the job details at the time of making the offer because the recruit has them well in mind. 
B) It is a serious mistake to oversell the person on the job. 
C) It is unwise to make any promises to the recruit that might not be kept. 
D) Let the recruit talk during the job offer process. 
E) It is proper to ask such questions of the recruit as,"Are you interested in working for us?" 
A) It is not necessary to go over the job details at the time of making the offer because the recruit has them well in mind. 
B) It is a serious mistake to oversell the person on the job. 
C) It is unwise to make any promises to the recruit that might not be kept. 
D) Let the recruit talk during the job offer process. 
E) It is proper to ask such questions of the recruit as,"Are you interested in working for us?"

Question 9

When new salespeople join a company,management should:

Accepted Answer

A) Pay all their moving expenses. 
B) Enroll their spouses in the company's indoctrination program. 
C) Give them a few weeks off to find a new house. 
D) Tell them what part of town they are expected to live in. 
E) Pay no moving expenses,but give them a higher-than-average bonus the first year. 
A) Pay all their moving expenses. 
B) Enroll their spouses in the company's indoctrination program. 
C) Give them a few weeks off to find a new house. 
D) Tell them what part of town they are expected to live in. 
E) Pay no moving expenses,but give them a higher-than-average bonus the first year.

Question 10

During the first few weeks a new sales representative is on the job,the sales manager should:

Accepted Answer

A) Arrange for a sales supervisor to indoctrinate the new person. 
B) Rely on the fellow employees to provide pertinent information. 
C) Meet with the new representative frequently,perhaps daily,to answer questions and to give guidance. 
D) Introduce the new person to the company "grapevine." 
E) Turn the person over to a good senior sales rep who will be responsible for answering the new person's questions during this time. 
A) Arrange for a sales supervisor to indoctrinate the new person. 
B) Rely on the fellow employees to provide pertinent information. 
C) Meet with the new representative frequently,perhaps daily,to answer questions and to give guidance. 
D) Introduce the new person to the company "grapevine." 
E) Turn the person over to a good senior sales rep who will be responsible for answering the new person's questions during this time.

Question 11

Research studies show that psychological tests can be a good predictor of sales job performance.

Accepted Answer

A) True 
 B)False

Question 12

A short application blank is:

Accepted Answer

A) Very useful in building a job description. 
B) Often used instead of a longer guided interview. 
C) Likely to be used as an initial screening device. 
D) A good tool to use in determining hiring qualifications. 
E) Usually the main source of personal history information about an applicant. 
A) Very useful in building a job description. 
B) Often used instead of a longer guided interview. 
C) Likely to be used as an initial screening device. 
D) A good tool to use in determining hiring qualifications. 
E) Usually the main source of personal history information about an applicant.

Question 13

The most widely used of all sales selection tools is the:

Accepted Answer

A) Long application blank. 
B) Personal interview. 
C) Reference check. 
D) Psychological tests. 
E) Physical exam. 
A) Long application blank. 
B) Personal interview. 
C) Reference check. 
D) Psychological tests. 
E) Physical exam.

Question 14

Which of the following statements is not true?

Accepted Answer

A) Usually the job offer is first made by letter then followed up on the telephone for an answer. 
B) The letter can be construed as a contract consequently great care must be taken in writing it. 
C) Some negotiation or concessions may have to be made in dealing with the recruit. 
D) Some managers prefer to make the offer in person. 
E) The manager should appear to really want to hire the person. 
A) Usually the job offer is first made by letter then followed up on the telephone for an answer. 
B) The letter can be construed as a contract consequently great care must be taken in writing it. 
C) Some negotiation or concessions may have to be made in dealing with the recruit. 
D) Some managers prefer to make the offer in person. 
E) The manager should appear to really want to hire the person.

Question 15

All of the following represent different types of mentoring programs except for:

Accepted Answer

A) Senior manager assigned to a sales rep in order to learn the corporate culture. 
B) Experienced co-workers chosen to guide and teach new reps the ropes. 
C) New hires selected to share the learning experience with other new hires. 
D) Senior executives help new salespeople climb the corporate ladder. 
E) Co-workers who are chosen to be advisors and/or trainers to new hires. 
A) Senior manager assigned to a sales rep in order to learn the corporate culture. 
B) Experienced co-workers chosen to guide and teach new reps the ropes. 
C) New hires selected to share the learning experience with other new hires. 
D) Senior executives help new salespeople climb the corporate ladder. 
E) Co-workers who are chosen to be advisors and/or trainers to new hires.

Question 16

An application blank is an excellent tool for gathering information about an applicant's work experience,but the blank is not useful for determining any personality traits.

Accepted Answer

A) True 
 B)False

Question 17

Regarding the legal aspects of processing applicants for sales jobs:

Accepted Answer

A) Every selection tool must be validated before it can be legally used. 
B) In some hiring situations it may be perfectly legal to discriminate on the basis of age,sex,or ethnic origin. 
C) The use of guided interviews is legally prohibited. 
D) A company can no longer use psychological testing as part of its sales selection process. 
E) None of these is correct. 
A) Every selection tool must be validated before it can be legally used. 
B) In some hiring situations it may be perfectly legal to discriminate on the basis of age,sex,or ethnic origin. 
C) The use of guided interviews is legally prohibited. 
D) A company can no longer use psychological testing as part of its sales selection process. 
E) None of these is correct.

Question 18

Which of the following are considerations when asking an employee to relocate?

Accepted Answer

A) Children will be force to change school systems and make new friends. 
B) A spouse may face leaving a good job. 
C) The family of the employee may require predeparture cultural training. 
D) The employee may require special training to understand the culture and laws. 
E) All of these are considerations. 
A) Children will be force to change school systems and make new friends. 
B) A spouse may face leaving a good job. 
C) The family of the employee may require predeparture cultural training. 
D) The employee may require special training to understand the culture and laws. 
E) All of these are considerations.

Question 19

With regard to the use of tests in the selection process:

Accepted Answer

A) They should always be used in the selection process. 
B) They are usually very good predictors of performance. 
C) They can contribute to a company's policy of non-discrimination. 
D) They should be used as the final hurdle in the selection process. 
E) Typically,standardized tests developed by external firms are more costly than tests developed internally by the company. 
A) They should always be used in the selection process. 
B) They are usually very good predictors of performance. 
C) They can contribute to a company's policy of non-discrimination. 
D) They should be used as the final hurdle in the selection process. 
E) Typically,standardized tests developed by external firms are more costly than tests developed internally by the company.

Question 20

During the first day or two that new sales reps are on the job:

Accepted Answer

A) The boss should explain the workings of the office grapevine and informal organization. 
B) The reps should meet very briefly with as many people as possible in the company. 
C) Details of the annual evaluation of performance should be explained to the new people. 
D) The new reps should be left on their own,so they can become oriented at their own pace. 
E) The reps should spend time meeting and visiting with fellow employees. 
A) The boss should explain the workings of the office grapevine and informal organization. 
B) The reps should meet very briefly with as many people as possible in the company. 
C) Details of the annual evaluation of performance should be explained to the new people. 
D) The new reps should be left on their own,so they can become oriented at their own pace. 
E) The reps should spend time meeting and visiting with fellow employees.

The main objective of a nondirected interview is to:

Regarding the social and psychological needs of newly-hired sales reps,management should:

A hardware wholesaler located in the Southeast established the following five sets (among others)of hiring qualifications for a sales job.For which of the five is management least likely to rely on an application blank to get the information?

The need for a socialization program will not be minimized by establishing an excellent selection program.

Today there are no legal limits on the use of testing in the selection process.

"Someone with experience,position,or power who adopts you as a protege and helps you advance your career" best describes a:

A testing program is likely to be a useful or successful tool for hiring salespeople when:

Which of the following statements is not true?

When new salespeople join a company,management should:

During the first few weeks a new sales representative is on the job,the sales manager should:

Research studies show that psychological tests can be a good predictor of sales job performance.

A short application blank is:

The most widely used of all sales selection tools is the:

Which of the following statements is not true?

All of the following represent different types of mentoring programs except for:

An application blank is an excellent tool for gathering information about an applicant's work experience,but the blank is not useful for determining any personality traits.

Regarding the legal aspects of processing applicants for sales jobs:

Which of the following are considerations when asking an employee to relocate?

With regard to the use of tests in the selection process:

During the first day or two that new sales reps are on the job:

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

The main objective of a nondirected interview is to:

Regarding the social and psychological needs of newly-hired sales reps,management should:

A hardware wholesaler located in the Southeast established the following five sets (among others)of hiring qualifications for a sales job.For which of the five is management least likely to rely on an application blank to get the information?

The need for a socialization program will not be minimized by establishing an excellent selection program.

Today there are no legal limits on the use of testing in the selection process.

"Someone with experience,position,or power who adopts you as a protege and helps you advance your career" best describes a:

A testing program is likely to be a useful or successful tool for hiring salespeople when:

Which of the following statements is not true?

When new salespeople join a company,management should:

During the first few weeks a new sales representative is on the job,the sales manager should:

Research studies show that psychological tests can be a good predictor of sales job performance.

A short application blank is:

The most widely used of all sales selection tools is the:

Which of the following statements is not true?

All of the following represent different types of mentoring programs except for:

An application blank is an excellent tool for gathering information about an applicant's work experience,but the blank is not useful for determining any personality traits.

Regarding the legal aspects of processing applicants for sales jobs:

Which of the following are considerations when asking an employee to relocate?

With regard to the use of tests in the selection process:

During the first day or two that new sales reps are on the job:

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