Question 1

The best way for a firm to protect itself from charges of discrimination in its use of recruiting sources is:

Accepted Answer

A) To recruit from only one tried and true source. 
B) To recruit from primarily from within the firm. 
C) To recruit from multiple sources. 
D) To recruit primarily experienced reps. 
E) None of these. 
A) To recruit from only one tried and true source. 
B) To recruit from primarily from within the firm. 
C) To recruit from multiple sources. 
D) To recruit primarily experienced reps. 
E) None of these.

Question 2

Regarding the difficulty of determining hiring qualifications for a sales job:

Accepted Answer

A) A rep who fails in one territory is not likely to do well in another area. 
B) Traits that make for success in selling are easy to identify,but difficult to measure. 
C) Desirable hiring qualifications for sales jobs,once identified,usually are easy to measure. 
D) None of these is correct. 
A) A rep who fails in one territory is not likely to do well in another area. 
B) Traits that make for success in selling are easy to identify,but difficult to measure. 
C) Desirable hiring qualifications for sales jobs,once identified,usually are easy to measure. 
D) None of these is correct.

Question 3

Recruiting applicants for sales jobs is not as important an activity as it used to be,because today there are so many more qualified applicants than has been the case in the past.

Accepted Answer

A) True 
 B)False

Question 4

A company should not advertise in trade journals if it is looking for high-caliber salespeople.

Accepted Answer

A) True 
 B)False

Question 5

Regarding the selection of salespeople and their past experience:

Accepted Answer

A) A sales rep who fails in one sales territory will more than likely fail in a different sales territory. 
B) A sales rep who fails in one company will often succeed in a sales position with another company. 
C) A salesperson who was fired from a sales position with another company should never be hired. 
D) None of these are true. 
A) A sales rep who fails in one sales territory will more than likely fail in a different sales territory. 
B) A sales rep who fails in one company will often succeed in a sales position with another company. 
C) A salesperson who was fired from a sales position with another company should never be hired. 
D) None of these are true.

Question 6

The importance of a well-planned program for recruiting salespeople is increasing because:

Accepted Answer

A) It is difficult to attract good people into the sales field. 
B) Firms are tending to rely more on middlemen to reach the markets. 
C) Interviewing is becoming more expensive. 
D) Selection tools have a low level of predictability. 
E) Improvements in electronic data processing equipment are providing executives with better tools for managerial control. 
A) It is difficult to attract good people into the sales field. 
B) Firms are tending to rely more on middlemen to reach the markets. 
C) Interviewing is becoming more expensive. 
D) Selection tools have a low level of predictability. 
E) Improvements in electronic data processing equipment are providing executives with better tools for managerial control.

Question 7

Regarding recruiting people for sales jobs,the sales reps working for non-competing companies often are a good source of recruits,particularly if they are selling products related to those sold by the recruiting firm.

Accepted Answer

A) True 
 B)False

Question 8

Regarding the relationship between sales force recruiting and strategic planning:

Accepted Answer

A) The statement of a company's mission usually is an indication of what recruiting sources will be used by that firm. 
B) Recruiting activities can be an important element in implementing the strategic planning. 
C) Recruiting should guide the planning process. 
D) Strategic marketing planning and sales force recruiting are not related. 
E) None of these is correct. 
A) The statement of a company's mission usually is an indication of what recruiting sources will be used by that firm. 
B) Recruiting activities can be an important element in implementing the strategic planning. 
C) Recruiting should guide the planning process. 
D) Strategic marketing planning and sales force recruiting are not related. 
E) None of these is correct.

Question 9

A well prepared description will usually include "job demands" such as the amount of travel,autonomy and stress,and the duties and responsibilities related to the job.

Accepted Answer

A) True 
 B)False

Question 10

A company's present sales force is a good source for leads to new recruits.

Accepted Answer

A) True 
 B)False

Question 11

The percentage of women and minorities in outside sales jobs is far below the percentage in the total population.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following statements is not true?

Accepted Answer

A) If a firm hires salespeople only from within the firm and the firm employs predominantly white males,then the firm is not liable in discrimination charges. 
B) The federal legislation prohibits discrimination based on age,race,religion,sex,or national origin. 
C) Affirmative action is meant to protect minorities,veterans,and handicapped persons. 
D) If a firm uses sources that have few people from the protected classes,this in itself may be a basis for a discrimination charge. 
E) The easiest way for a firm to protect itself from discrimination charges is to recruit from multiple sources. 
A) If a firm hires salespeople only from within the firm and the firm employs predominantly white males,then the firm is not liable in discrimination charges. 
B) The federal legislation prohibits discrimination based on age,race,religion,sex,or national origin. 
C) Affirmative action is meant to protect minorities,veterans,and handicapped persons. 
D) If a firm uses sources that have few people from the protected classes,this in itself may be a basis for a discrimination charge. 
E) The easiest way for a firm to protect itself from discrimination charges is to recruit from multiple sources.

Question 13

A trait that is considered important to be successful in a team selling situation is:

Accepted Answer

A) Self-sufficiency 
B) Need to control 
C) Willingness to share 
D) Independence 
E) Need for autonomy. 
A) Self-sufficiency 
B) Need to control 
C) Willingness to share 
D) Independence 
E) Need for autonomy.

Question 14

A job description is critically important as part of the selection process,but normally it is not used in other areas of running a sales force.

Accepted Answer

A) True 
 B)False

Question 15

The hiring process should not require that a hiring agent convince the applicant that the company offers good opportunities because the applicant should already know this.

Accepted Answer

A) True 
 B)False

Question 16

Some of the demographic changes that will impact the sales force of the future include all of the following except:

Accepted Answer

A) The number of Hispanic workers will increase. 
B) The average age of the working group will decrease. 
C) The number of workers Asian orgin will grow. 
D) The number of white,non-Hispanic will grow. 
E) All of these will impact the sales force of the future. 
A) The number of Hispanic workers will increase. 
B) The average age of the working group will decrease. 
C) The number of workers Asian orgin will grow. 
D) The number of white,non-Hispanic will grow. 
E) All of these will impact the sales force of the future.

Question 17

A good program for selecting salespeople usually excludes:

Accepted Answer

A) Determining the hiring qualifications. 
B) Recruiting a group of applicants. 
C) Preparing a job description. 
D) Determining which applicants meet the hiring qualifications. 
E) None of these. 
A) Determining the hiring qualifications. 
B) Recruiting a group of applicants. 
C) Preparing a job description. 
D) Determining which applicants meet the hiring qualifications. 
E) None of these.

Question 18

Ethical considerations are most likely to arise when our recruiting source for salespeople is:

Accepted Answer

A) Plant or office workers in our firm. 
B) Employment agencies. 
C) Noncompetitive firms selling products related to ours. 
D) Colleges and universities. 
E) Competitor's sales forces. 
A) Plant or office workers in our firm. 
B) Employment agencies. 
C) Noncompetitive firms selling products related to ours. 
D) Colleges and universities. 
E) Competitor's sales forces.

Question 19

Regarding referrals as a source of sales recruits,all of the following are true except:

Accepted Answer

A) Referrals usually come from someone who works for the company. 
B) Companies usually get too many of them. 
C) Current salespeople are a good source of referrals. 
D) Recruits who come from referrals usually have the necessary qualifications. 
E) All the above are correct. 
A) Referrals usually come from someone who works for the company. 
B) Companies usually get too many of them. 
C) Current salespeople are a good source of referrals. 
D) Recruits who come from referrals usually have the necessary qualifications. 
E) All the above are correct.

Question 20

Sales force selection is most closely related to the _______ stage of the management process.

Accepted Answer

A) Implementation. 
B) Evaluation. 
C) Planning. 
D) Auditing. 
E) Company mission. 
A) Implementation. 
B) Evaluation. 
C) Planning. 
D) Auditing. 
E) Company mission.

The best way for a firm to protect itself from charges of discrimination in its use of recruiting sources is:

Regarding the difficulty of determining hiring qualifications for a sales job:

Recruiting applicants for sales jobs is not as important an activity as it used to be,because today there are so many more qualified applicants than has been the case in the past.

A company should not advertise in trade journals if it is looking for high-caliber salespeople.

Regarding the selection of salespeople and their past experience:

The importance of a well-planned program for recruiting salespeople is increasing because:

Regarding recruiting people for sales jobs,the sales reps working for non-competing companies often are a good source of recruits,particularly if they are selling products related to those sold by the recruiting firm.

Regarding the relationship between sales force recruiting and strategic planning:

A well prepared description will usually include "job demands" such as the amount of travel,autonomy and stress,and the duties and responsibilities related to the job.

A company's present sales force is a good source for leads to new recruits.

The percentage of women and minorities in outside sales jobs is far below the percentage in the total population.

Which of the following statements is not true?

A trait that is considered important to be successful in a team selling situation is:

A job description is critically important as part of the selection process,but normally it is not used in other areas of running a sales force.

The hiring process should not require that a hiring agent convince the applicant that the company offers good opportunities because the applicant should already know this.

Some of the demographic changes that will impact the sales force of the future include all of the following except:

A good program for selecting salespeople usually excludes:

Ethical considerations are most likely to arise when our recruiting source for salespeople is:

Regarding referrals as a source of sales recruits,all of the following are true except:

Sales force selection is most closely related to the _______ stage of the management process.

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 best way for a firm to protect itself from charges of discrimination in its use of recruiting sources is:

Regarding the difficulty of determining hiring qualifications for a sales job:

Recruiting applicants for sales jobs is not as important an activity as it used to be,because today there are so many more qualified applicants than has been the case in the past.

A company should not advertise in trade journals if it is looking for high-caliber salespeople.

Regarding the selection of salespeople and their past experience:

The importance of a well-planned program for recruiting salespeople is increasing because:

Regarding recruiting people for sales jobs,the sales reps working for non-competing companies often are a good source of recruits,particularly if they are selling products related to those sold by the recruiting firm.

Regarding the relationship between sales force recruiting and strategic planning:

A well prepared description will usually include "job demands" such as the amount of travel,autonomy and stress,and the duties and responsibilities related to the job.

A company's present sales force is a good source for leads to new recruits.

The percentage of women and minorities in outside sales jobs is far below the percentage in the total population.

Which of the following statements is not true?

A trait that is considered important to be successful in a team selling situation is:

A job description is critically important as part of the selection process,but normally it is not used in other areas of running a sales force.

The hiring process should not require that a hiring agent convince the applicant that the company offers good opportunities because the applicant should already know this.

Some of the demographic changes that will impact the sales force of the future include all of the following except:

A good program for selecting salespeople usually excludes:

Ethical considerations are most likely to arise when our recruiting source for salespeople is:

Regarding referrals as a source of sales recruits,all of the following are true except:

Sales force selection is most closely related to the _______ stage of the management process.

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