Exam 5: Profiling and Recruiting Salespeople

The sales force selection process should be easier in the 2000s because there is a much greater supply of qualified applicants than has been available in the past.

Which of the following is not a cost of doing a poor job of recruiting salespeople:

Regarding the legal aspects of sales force selection:

One useful method for determining the qualifications needed in a sales job is to:

When a company has a policy of "promoting from within" probably the best source of sales recruits for that firm is:

All of the following issues should be considered when determining how many sales reps is needed in the sales organization except:

Regarding the number of sales reps that a company needs to hire:

Which of the following is least likely to be the reason that qualified salespeople are in such short supply?

Companies should avoid using part-time workers as salespeople.

A recruiter should try to limit the number of qualified applicants to two or three for each job opening in order to maximize the chances of finding the right person.

With one exception,all of the following are reasons why good sales force selection is important.Which one is the exception?

A good program for selecting salespeople normally will exclude:

If a company plans to increase the extent to which it practices relationship marketing versus transaction marketing with its current customers,this is likely to:

Discrimnation charges can be based primarily on the sources that are used to recruit salespeople.

With respect to sales force recruiting activities,the present salespeople:

The general theory underlying the use of personal history analyses in sales force selection is that:

Which of the following best describes the relationship between sales force recruiting and strategic planning?

Regarding the use of part-time salespeople:

A primary reason for a company to use web-based recruiting is the low cost.