Question 1

When a company first contacts a prospective salesperson:

Accepted Answer

A) The company's compensation plan should be explained. 
B) The indoctrination of that prospect should begin. 
C) A battery of tests should be given to the prospect. 
D) The prospect should be introduced to the people he or she later will be working with. 
E) None of these should be done early in the selection process. 
A) The company's compensation plan should be explained. 
B) The indoctrination of that prospect should begin. 
C) A battery of tests should be given to the prospect. 
D) The prospect should be introduced to the people he or she later will be working with. 
E) None of these should be done early in the selection process.

Question 2

With respect to the legal considerations in processing applicants for sales jobs,which of the following is false?

Accepted Answer

A) During an interview,a manager cannot legally ask an applicant how old he or she is. 
B) On an application blank it is not legally permissible to ask about the applicant's marital status. 
C) Each major selection tool must be validated before it can be legally used. 
D) If management wants to continue to use an application blank that is rejecting a disproportionately high percentage of women,then the company must validate the use of this blank. 
E) It is illegal to ask about an applicant's nationality,race,or religion. 
A) During an interview,a manager cannot legally ask an applicant how old he or she is. 
B) On an application blank it is not legally permissible to ask about the applicant's marital status. 
C) Each major selection tool must be validated before it can be legally used. 
D) If management wants to continue to use an application blank that is rejecting a disproportionately high percentage of women,then the company must validate the use of this blank. 
E) It is illegal to ask about an applicant's nationality,race,or religion.

Question 3

Which of the following statements is not true?

Accepted Answer

A) Prompt processing of a recruit's job offer makes the recruit somehow feel important. 
B) A well designed job hiring process should make the recruit feel important. 
C) Everyone likes to feel important. 
D) Sometimes firms inadvertently send messages of indifference to recruits by in essence communicating the message,"It's no big deal one way or the other if you come to work for us." 
E) None of these. 
A) Prompt processing of a recruit's job offer makes the recruit somehow feel important. 
B) A well designed job hiring process should make the recruit feel important. 
C) Everyone likes to feel important. 
D) Sometimes firms inadvertently send messages of indifference to recruits by in essence communicating the message,"It's no big deal one way or the other if you come to work for us." 
E) None of these.

Question 4

When assimilating a new salesperson into an organization,management should:

Accepted Answer

A) Be concerned only with the economic and social environment in the office and on the job. 
B) Not try to get the sales representative involved in community social life,because what the new representative does outside the office is his own business. 
C) Not get involved with the new person's family in their move to a new city. 
D) Help the new representative initially satisfy his social and psychological needs outside the company. 
E) Do none of these. 
A) Be concerned only with the economic and social environment in the office and on the job. 
B) Not try to get the sales representative involved in community social life,because what the new representative does outside the office is his own business. 
C) Not get involved with the new person's family in their move to a new city. 
D) Help the new representative initially satisfy his social and psychological needs outside the company. 
E) Do none of these.

When a company first contacts a prospective salesperson:

With respect to the legal considerations in processing applicants for sales jobs,which of the following is false?

Which of the following statements is not true?

When assimilating a new salesperson into an organization,management should:

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 company first contacts a prospective salesperson:

With respect to the legal considerations in processing applicants for sales jobs,which of the following is false?

Which of the following statements is not true?

When assimilating a new salesperson into an organization,management should:

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