Question 1

Which of the following factors is likely to have the least influence on a company's choice of recruiting sources for salespeople?

Accepted Answer

A) The nature of the product being sold. 
B) The type of sales training provided by the company. 
C) Sources of successful recruits in the past. 
D) The amount of money available for recruiting. 
E) The interviewing in the hiring process is done both by executives in the home office and by branch managers. 
A) The nature of the product being sold. 
B) The type of sales training provided by the company. 
C) Sources of successful recruits in the past. 
D) The amount of money available for recruiting. 
E) The interviewing in the hiring process is done both by executives in the home office and by branch managers. E

Question 2

The laws and guidelines regarding nondiscrimination emphasize:

Accepted Answer

A) Elimination of all existing discriminatory conditions,whether intentional or inadvertent. 
B) Elimination of discriminatory conditions which are only considered intentional. 
C) Only discriminatory conditions pertaining to Afro-Americans. 
D) That the spirit of the law but not the letter of the law be enforced. 
E) None of these. 
A) Elimination of all existing discriminatory conditions,whether intentional or inadvertent. 
B) Elimination of discriminatory conditions which are only considered intentional. 
C) Only discriminatory conditions pertaining to Afro-Americans. 
D) That the spirit of the law but not the letter of the law be enforced. 
E) None of these. A

Question 3

Regarding colleges and universities,they are a good recruiting source because of all of the following except:

Accepted Answer

A) The recruiter can interview many candidates in one location. 
B) There isn't any charge for the use of their placement services. 
C) Company representatives can speak to classes and student organizations. 
D) It is a good source for companies that are hiring experienced candidates. 
E) All of these are true. 
A) The recruiter can interview many candidates in one location. 
B) There isn't any charge for the use of their placement services. 
C) Company representatives can speak to classes and student organizations. 
D) It is a good source for companies that are hiring experienced candidates. 
E) All of these are true. B

Question 4

The recruiting source that provides people who are most ready to sell your products is:

Accepted Answer

A) Production workers in your firm. 
B) Graduating college seniors. 
C) Your customers. 
D) Noncompeting companies. 
E) Your competitors. 
A) Production workers in your firm. 
B) Graduating college seniors. 
C) Your customers. 
D) Noncompeting companies. 
E) Your competitors.

Question 5

Which of the following best represents the recruiting process in sales force selection?

Accepted Answer

A) Determining traits possessed by successful salespeople in the firm. 
B) Securing individuals who will apply for a sales job. 
C) Assimilating applicants into the sales force. 
D) Multiple interviewing of applicants. 
E) Promoting people from within the company. 
A) Determining traits possessed by successful salespeople in the firm. 
B) Securing individuals who will apply for a sales job. 
C) Assimilating applicants into the sales force. 
D) Multiple interviewing of applicants. 
E) Promoting people from within the company.

Question 6

Emotional intelligence is primarily related to the ability of salespeople to solve problems.

Accepted Answer

A) True 
 B)False

Question 7

To be effective,an ad recruiting salespeople must:

Accepted Answer

A) State the company's name. 
B) Give some information about the pay plan. 
C) Have credibility. 
D) Mention some hiring qualifications. 
E) Tell the prospective applicants what they will be selling. 
A) State the company's name. 
B) Give some information about the pay plan. 
C) Have credibility. 
D) Mention some hiring qualifications. 
E) Tell the prospective applicants what they will be selling.

Question 8

Management should recruit many more applicants than it has sales jobs to fill because:

Accepted Answer

A) Turnover rates are increasing. 
B) Costs of training of supervision are increasing. 
C) This reduces the number of applicants available for competitors to hire. 
D) This will maximize the chances of finding the best people for the jobs. 
E) None of these,because the original statement is incorrect. 
A) Turnover rates are increasing. 
B) Costs of training of supervision are increasing. 
C) This reduces the number of applicants available for competitors to hire. 
D) This will maximize the chances of finding the best people for the jobs. 
E) None of these,because the original statement is incorrect.

Question 9

Regarding referrals as a source of sales recruits:

Accepted Answer

A) Some companies incentivize their employees for making qualified referrals. 
B) Most companies get more than enough referrals. 
C) Most referrals come from non-employees. 
D) Most referrals are not qualified. 
E) None of these are true. 
A) Some companies incentivize their employees for making qualified referrals. 
B) Most companies get more than enough referrals. 
C) Most referrals come from non-employees. 
D) Most referrals are not qualified. 
E) None of these are true.

Question 10

Regarding the situation of hiring minorities for sales jobs:

Accepted Answer

A) There usually are more minority people in the sales department of a firm than in any other department. 
B) The pressure to hire minority sales reps is likely to decline quite a bit through the next decade. 
C) Minorities generally have a strong interest in one selling. 
D) There is a shortage of experienced minority applicants for sales jobs. 
E) It usually is easier to recruit minorities for non-selling jobs. 
A) There usually are more minority people in the sales department of a firm than in any other department. 
B) The pressure to hire minority sales reps is likely to decline quite a bit through the next decade. 
C) Minorities generally have a strong interest in one selling. 
D) There is a shortage of experienced minority applicants for sales jobs. 
E) It usually is easier to recruit minorities for non-selling jobs.

Question 11

A job description is probably the most important single tool used in operating a sales force.

Accepted Answer

A) True 
 B)False

Question 12

Regarding the use of advertisements to recruit applicants for sales jobs,we usually find that:

Accepted Answer

A) Most recruiting ads are seeking high-caliber salespeople for challenging jobs. 
B) Ads are the main recruiting source used for most sales jobs. 
C) Ads ordinarily produce a small number of applicants. 
D) The per capita cost of reaching recruits is high. 
E) None of these generally is true. 
A) Most recruiting ads are seeking high-caliber salespeople for challenging jobs. 
B) Ads are the main recruiting source used for most sales jobs. 
C) Ads ordinarily produce a small number of applicants. 
D) The per capita cost of reaching recruits is high. 
E) None of these generally is true.

Question 13

The process for staffing a sales force include:

Accepted Answer

A) Planning for recruiting and selection process. 
B) Recruiting a large number of applications and selecting those most qualified. 
C) Assimilating new hires into the company's culture. 
D) A and B only. 
E) All of these. 
A) Planning for recruiting and selection process. 
B) Recruiting a large number of applications and selecting those most qualified. 
C) Assimilating new hires into the company's culture. 
D) A and B only. 
E) All of these.

Question 14

As defined in the book,recruiting would include all of the following activities,except for:

Accepted Answer

A) Deciding what recruiting methods to use. 
B) Designing an application blank and interviewing forms. 
C) Deciding what recruiting sources will be used. 
D) Selecting the schools to visit in college recruiting. 
E) Analyzing past recruiting efforts to determine where we found our successful salespeople. 
A) Deciding what recruiting methods to use. 
B) Designing an application blank and interviewing forms. 
C) Deciding what recruiting sources will be used. 
D) Selecting the schools to visit in college recruiting. 
E) Analyzing past recruiting efforts to determine where we found our successful salespeople.

Question 15

Willingness to take risks is related to the salesperson's ability to be innovative.

Accepted Answer

A) True 
 B)False

Question 16

Regarding Internet recruiting sites:

Accepted Answer

A) These are very expensive for companies to use. 
B) These sites contain lots of resumes,but not many job listings. 
C) These sites are non-profit human resource databases. 
D) Large,well-known companies do not post jobs on these sites. 
E) All of these are true. 
A) These are very expensive for companies to use. 
B) These sites contain lots of resumes,but not many job listings. 
C) These sites are non-profit human resource databases. 
D) Large,well-known companies do not post jobs on these sites. 
E) All of these are true.

Question 17

To be effective,any ad that is recruiting salespeople must:

Accepted Answer

A) Include some information on the pay plan. 
B) First attract a reader's attention. 
C) Tell what territory the rep will be working in. 
D) State the company's name. 
E) Give some information about the hiring qualifications. 
A) Include some information on the pay plan. 
B) First attract a reader's attention. 
C) Tell what territory the rep will be working in. 
D) State the company's name. 
E) Give some information about the hiring qualifications.

Question 18

According to the text,the most difficult part of the sales force selection function is:

Accepted Answer

A) Determining how many salespeople are needed. 
B) Preparing a job description. 
C) Deciding on which recruiting sources to use. 
D) Determining the qualifications needed to fill the job. 
E) Developing a guided interview form. 
A) Determining how many salespeople are needed. 
B) Preparing a job description. 
C) Deciding on which recruiting sources to use. 
D) Determining the qualifications needed to fill the job. 
E) Developing a guided interview form.

Question 19

Which one of the following statements is true?

Accepted Answer

A) The candidate recruited for team selling should have the same characteristics as those for any other sales position. 
B) Candidates for team selling must be very independent. 
C) Sales team are formulated with several current salespeople,so recruiting is not an issue. 
D) Candidates for sales teams need some characteristics that are different than those for solo sales positions. 
E) Candidates for team selling should the same characteristics as those recruited for solo same positions as well as some additional characteristics. 
A) The candidate recruited for team selling should have the same characteristics as those for any other sales position. 
B) Candidates for team selling must be very independent. 
C) Sales team are formulated with several current salespeople,so recruiting is not an issue. 
D) Candidates for sales teams need some characteristics that are different than those for solo sales positions. 
E) Candidates for team selling should the same characteristics as those recruited for solo same positions as well as some additional characteristics.

Question 20

With respect to hiring minorities for sales jobs:

Accepted Answer

A) The percentage of minority people in outside selling jobs is lower than the minority percentage of the total population. 
B) There aren't any particular sources for recruiting minorities. 
C) Minorities typically are not recruited for non-selling jobs in a marketing department. 
D) For most sales jobs,there is a large number of minority applicants. 
E) None of these is correct. 
A) The percentage of minority people in outside selling jobs is lower than the minority percentage of the total population. 
B) There aren't any particular sources for recruiting minorities. 
C) Minorities typically are not recruited for non-selling jobs in a marketing department. 
D) For most sales jobs,there is a large number of minority applicants. 
E) None of these is correct.

Which of the following factors is likely to have the least influence on a company's choice of recruiting sources for salespeople?

The laws and guidelines regarding nondiscrimination emphasize:

Regarding colleges and universities,they are a good recruiting source because of all of the following except:

The recruiting source that provides people who are most ready to sell your products is:

Which of the following best represents the recruiting process in sales force selection?

Emotional intelligence is primarily related to the ability of salespeople to solve problems.

To be effective,an ad recruiting salespeople must:

Management should recruit many more applicants than it has sales jobs to fill because:

Regarding referrals as a source of sales recruits:

Regarding the situation of hiring minorities for sales jobs:

A job description is probably the most important single tool used in operating a sales force.

Regarding the use of advertisements to recruit applicants for sales jobs,we usually find that:

The process for staffing a sales force include:

As defined in the book,recruiting would include all of the following activities,except for:

Willingness to take risks is related to the salesperson's ability to be innovative.

Regarding Internet recruiting sites:

To be effective,any ad that is recruiting salespeople must:

According to the text,the most difficult part of the sales force selection function is:

Which one of the following statements is true?

With respect to hiring minorities for sales jobs:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Selecting and Hiring Applicants

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 5: Profiling and Recruiting Salespeople

Which of the following factors is likely to have the least influence on a company's choice of recruiting sources for salespeople?

The laws and guidelines regarding nondiscrimination emphasize:

Regarding colleges and universities,they are a good recruiting source because of all of the following except:

The recruiting source that provides people who are most ready to sell your products is:

Which of the following best represents the recruiting process in sales force selection?

Emotional intelligence is primarily related to the ability of salespeople to solve problems.

To be effective,an ad recruiting salespeople must:

Management should recruit many more applicants than it has sales jobs to fill because:

Regarding referrals as a source of sales recruits:

Regarding the situation of hiring minorities for sales jobs:

A job description is probably the most important single tool used in operating a sales force.

Regarding the use of advertisements to recruit applicants for sales jobs,we usually find that:

The process for staffing a sales force include:

As defined in the book,recruiting would include all of the following activities,except for:

Willingness to take risks is related to the salesperson's ability to be innovative.

Regarding Internet recruiting sites:

To be effective,any ad that is recruiting salespeople must:

According to the text,the most difficult part of the sales force selection function is:

Which one of the following statements is true?

With respect to hiring minorities for sales jobs:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Selecting and Hiring Applicants

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