Question 1

The essence of the legal concept of "affirmative action" in the sales selection process is:

Accepted Answer

A) Management must make certain that there is no discrimination in the company's hiring practices. 
B) A company no longer has to validate its selection processes. 
C) Management must make special,additional efforts to hire and promote women and minority groups who formerly were excluded in the hiring process. 
D) A company cannot use psychological testing in its selection process. 
E) A company must hire a certain quota of blacks and women in the sales force. 
A) Management must make certain that there is no discrimination in the company's hiring practices. 
B) A company no longer has to validate its selection processes. 
C) Management must make special,additional efforts to hire and promote women and minority groups who formerly were excluded in the hiring process. 
D) A company cannot use psychological testing in its selection process. 
E) A company must hire a certain quota of blacks and women in the sales force.

Question 2

Referrals are an infrequently used source of sales recruits.

Accepted Answer

A) True 
 B)False

Question 3

A good philosophy to follow in recruiting salespeople is:

Accepted Answer

A) Use as few sources as possible to save time and money. 
B) Contact your recruiting sources only when you need new sales representatives. 
C) The greater the number of qualified applicants you put through the selection process,the greater is your chance of finding the right person. 
D) If you have a good job description and a good set of hiring qualifications,it doesn't much matter what recruiting sources you use. 
E) Avoid recruiting inexperienced people. 
A) Use as few sources as possible to save time and money. 
B) Contact your recruiting sources only when you need new sales representatives. 
C) The greater the number of qualified applicants you put through the selection process,the greater is your chance of finding the right person. 
D) If you have a good job description and a good set of hiring qualifications,it doesn't much matter what recruiting sources you use. 
E) Avoid recruiting inexperienced people.

Question 4

As a sales force recruiting source,employment agencies:

Accepted Answer

A) Are a frequently used source for sales recruits. 
B) Typically generate very few applicants. 
C) Run by the federal or state governments are good sources for high-caliber salespeople. 
D) None of these. 
A) Are a frequently used source for sales recruits. 
B) Typically generate very few applicants. 
C) Run by the federal or state governments are good sources for high-caliber salespeople. 
D) None of these.

Question 5

It is important to have a good program for selecting salespeople because:

Accepted Answer

A) There is a limited variety of sales jobs. 
B) A good selection job makes it easier to train,supervise,and motivate these salespeople. 
C) Job descriptions are then easier to prepare. 
D) Good sales jobs are scarce. 
E) A lot of qualified people are seeking sales jobs. 
A) There is a limited variety of sales jobs. 
B) A good selection job makes it easier to train,supervise,and motivate these salespeople. 
C) Job descriptions are then easier to prepare. 
D) Good sales jobs are scarce. 
E) A lot of qualified people are seeking sales jobs.

Question 6

The appropriate hiring criteria can:

Accepted Answer

A) Help design the job analysis. 
B) Help avoid misplacement. 
C) Be derived from selection tools. 
D) Be easily determined. 
E) All of these. 
A) Help design the job analysis. 
B) Help avoid misplacement. 
C) Be derived from selection tools. 
D) Be easily determined. 
E) All of these.

Question 7

An improvement in the sales rep's selection process should lead to:

Accepted Answer

A) A switch to on-the-job training programs. 
B) More salespeople being paid a straight commission. 
C) Fewer sales jobs. 
D) Smaller territories,but better quota systems. 
E) A reduction in the rate of turnover on the sales force. 
A) A switch to on-the-job training programs. 
B) More salespeople being paid a straight commission. 
C) Fewer sales jobs. 
D) Smaller territories,but better quota systems. 
E) A reduction in the rate of turnover on the sales force.

Question 8

According to the text,future selection criteria for salespeople are likely to include the following.

Accepted Answer

A) Great team-player and high computer literacy. 
B) Multi-media skills and highly independent. 
C) Great closer and works well under pressure. 
D) All of these. 
E) None of these. 
A) Great team-player and high computer literacy. 
B) Multi-media skills and highly independent. 
C) Great closer and works well under pressure. 
D) All of these. 
E) None of these.

Question 9

Which of the following areas of hiring qualifications may pose legal problems for a company?

Accepted Answer

A) Age or appearance. 
B) Educational level attained. 
C) Personality traits. 
D) Membership in organizations or home ownership. 
E) Any or all of these may have legal pitfalls. 
A) Age or appearance. 
B) Educational level attained. 
C) Personality traits. 
D) Membership in organizations or home ownership. 
E) Any or all of these may have legal pitfalls.

Question 10

When preparing a job analysis for sales positions,a company should include its sales reps among those being interviewed.

Accepted Answer

A) True 
 B)False

Question 11

It is critical that a sales manager fully understand the scope of sales force selection activities as stipulated by the EEOC and the OFCC because:

Accepted Answer

A) If caught in a discrimination suit,only the sales manager will bear the sole responsibility for the organization and will lose his job. 
B) The burden of proof in a discrimination suit usually rests with the company. 
C) No one but the hiring agent is responsible;therefore it is not critical that the sales manager understand these regulations. 
D) The issue of discrimination has been long debated and resolved. 
E) Discrimination issues are only of concern in the hiring of legal aliens. 
A) If caught in a discrimination suit,only the sales manager will bear the sole responsibility for the organization and will lose his job. 
B) The burden of proof in a discrimination suit usually rests with the company. 
C) No one but the hiring agent is responsible;therefore it is not critical that the sales manager understand these regulations. 
D) The issue of discrimination has been long debated and resolved. 
E) Discrimination issues are only of concern in the hiring of legal aliens.

Question 12

The quality of sales-job applicants recruited by advertisements may be raised by careful selection of advertising media and by proper information placed in the advertising copy.

Accepted Answer

A) True 
 B)False

Question 13

With respect to job descriptions for sales jobs:

Accepted Answer

A) Don't put it in writing because that tends to make it inflexible. 
B) They don't have much relevance beyond the selection function in sales force management. 
C) The shorter it is,the better it is. 
D) A separate description should be prepared for each type of sales job in a firm. 
E) None of these is correct. 
A) Don't put it in writing because that tends to make it inflexible. 
B) They don't have much relevance beyond the selection function in sales force management. 
C) The shorter it is,the better it is. 
D) A separate description should be prepared for each type of sales job in a firm. 
E) None of these is correct.

Question 14

An advantage of using a company's present salespeople as a source of leads to new recruits is that the present sales force:

Accepted Answer

A) Will not recommend friends or business associates. 
B) Will use impartial,objective evaluation of the prospect's qualifications. 
C) Are likely to know what sort of person our firm is seeking. 
D) Will not recommend unqualified people. 
E) Will not be bothered if management weeds out these recruits later in the selection process. 
A) Will not recommend friends or business associates. 
B) Will use impartial,objective evaluation of the prospect's qualifications. 
C) Are likely to know what sort of person our firm is seeking. 
D) Will not recommend unqualified people. 
E) Will not be bothered if management weeds out these recruits later in the selection process.

Question 15

The laws and guidelines regarding affirmative action require employers to make additional efforts to recruit,employ,and promote qualified members of groups formerly excluded.

Accepted Answer

A) True 
 B)False

Question 16

The most important single tool used in operating a sales force is a:

Accepted Answer

A) Sales forecast. 
B) Job description for a sales job. 
C) Series of employment interviews. 
D) Sales force organizational structure. 
E) Battery of psychological tests. 
A) Sales forecast. 
B) Job description for a sales job. 
C) Series of employment interviews. 
D) Sales force organizational structure. 
E) Battery of psychological tests.

Question 17

Colleges and universities are especially good recruiting sources for lifetime career sales jobs that are not likely to lead to management positions.

Accepted Answer

A) True 
 B)False

Question 18

A good selection process can improve the company's profitability by reducing turnover cost.

Accepted Answer

A) True 
 B)False

Question 19

Planned decreases in marketing expenditures may indirectly affect the number of salespeople need.

Accepted Answer

A) True 
 B)False

Question 20

All except one of the following points are reasons why a good program for selecting salespeople is important.Which is the exception?

Accepted Answer

A) Good salespeople are hard to find. 
B) A sales manager is no better than his salespeople. 
C) Turnover rates will be lower. 
D) Training and supervision are not needed if sales representatives are well selected. 
E) Well-selected salespeople should be more productive. 
A) Good salespeople are hard to find. 
B) A sales manager is no better than his salespeople. 
C) Turnover rates will be lower. 
D) Training and supervision are not needed if sales representatives are well selected. 
E) Well-selected salespeople should be more productive.

The essence of the legal concept of "affirmative action" in the sales selection process is:

Referrals are an infrequently used source of sales recruits.

A good philosophy to follow in recruiting salespeople is:

As a sales force recruiting source,employment agencies:

It is important to have a good program for selecting salespeople because:

The appropriate hiring criteria can:

An improvement in the sales rep's selection process should lead to:

According to the text,future selection criteria for salespeople are likely to include the following.

Which of the following areas of hiring qualifications may pose legal problems for a company?

When preparing a job analysis for sales positions,a company should include its sales reps among those being interviewed.

It is critical that a sales manager fully understand the scope of sales force selection activities as stipulated by the EEOC and the OFCC because:

The quality of sales-job applicants recruited by advertisements may be raised by careful selection of advertising media and by proper information placed in the advertising copy.

With respect to job descriptions for sales jobs:

An advantage of using a company's present salespeople as a source of leads to new recruits is that the present sales force:

The laws and guidelines regarding affirmative action require employers to make additional efforts to recruit,employ,and promote qualified members of groups formerly excluded.

The most important single tool used in operating a sales force is a:

Colleges and universities are especially good recruiting sources for lifetime career sales jobs that are not likely to lead to management positions.

A good selection process can improve the company's profitability by reducing turnover cost.

Planned decreases in marketing expenditures may indirectly affect the number of salespeople need.

All except one of the following points are reasons why a good program for selecting salespeople is important.Which is the exception?

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

The essence of the legal concept of "affirmative action" in the sales selection process is:

Referrals are an infrequently used source of sales recruits.

A good philosophy to follow in recruiting salespeople is:

As a sales force recruiting source,employment agencies:

It is important to have a good program for selecting salespeople because:

The appropriate hiring criteria can:

An improvement in the sales rep's selection process should lead to:

According to the text,future selection criteria for salespeople are likely to include the following.

Which of the following areas of hiring qualifications may pose legal problems for a company?

When preparing a job analysis for sales positions,a company should include its sales reps among those being interviewed.

It is critical that a sales manager fully understand the scope of sales force selection activities as stipulated by the EEOC and the OFCC because:

The quality of sales-job applicants recruited by advertisements may be raised by careful selection of advertising media and by proper information placed in the advertising copy.

With respect to job descriptions for sales jobs:

An advantage of using a company's present salespeople as a source of leads to new recruits is that the present sales force:

The laws and guidelines regarding affirmative action require employers to make additional efforts to recruit,employ,and promote qualified members of groups formerly excluded.

The most important single tool used in operating a sales force is a:

Colleges and universities are especially good recruiting sources for lifetime career sales jobs that are not likely to lead to management positions.

A good selection process can improve the company's profitability by reducing turnover cost.

Planned decreases in marketing expenditures may indirectly affect the number of salespeople need.

All except one of the following points are reasons why a good program for selecting salespeople is important.Which is the exception?

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