Deck 17: Managing Your Career

Question 1

A job interview is distinctly different from a sales call because you are trying to sell yourself.

Answer 1

False

Question 2

One difference between sales calls and job interviews is that in job interviews both parties have needs that will have to be defined during the meeting.

Answer 2

True

Question 3

Students who start a career search while in school will find a job faster than those who start their search after graduation.

Answer 3

True

Question 4

Most interviewers think candidates who take notes during a one-on-one job interview are excessively insecure.

Question 5

Even with a strong, effective effort, any good salesperson will have difficulty selling products that are boring to them.

Question 6

When Marcia writes to answer an employment advertisement, her cover letter should focus on what she thinks she can do for the hiring firm rather than on her expectations about the job.

Question 7

People who desire sales careers in highly technical fields like computers or pharmaceuticals should begin their study in those areas while in school.

Question 8

Tests given during the job candidate selection process are poor predictors of an individual's interest and personality.

Question 9

Functional résumés reverse the content and titles of conventional résumés.

Question 10

If your eventual goal is upper corporate management, you should be aware that at certain levels many foreign-owned businesses prefer to staff management positions with people from their own country.

Question 11

When you write a cover letter to answer a job advertisement, make it as short as possible. Let your résumé do the selling.

Question 12

The text's advice about whether to ask about salary in your job interview is best summarized in a word--"always."

Question 13

If a company you would like to work for requires experience in the field, you should contact the company and ask its representative, "What companies should I pursue that will give me the experience you are looking for?"

Question 14

It is widely believed in industry that there are people who are natural "sales types" who can sell anything to anybody. Unfortunately, there just aren't enough of them to fill most sales jobs.

Question 15

Any company that advertises a job opportunity using a blind box number is too clandestine and deceitful for an ethical person to consider working for.

Question 16

Since the tests used by Aruden Manufacturing have been validated as an employee selection tool, Barry should be happy he was turned down as a result of his test results.

Question 17

The most frequently contacted references are former employers.

Question 18

The key to being successful and happy in sales is finding the potentially most profitable opportunities early in your career.

Question 19

The two things to look for in a position advertisement are what the company sells and when the position starts.

Question 20

Contacting references, or people who know the applicant, is a good way to predict a candidate's success.

Question 21

The text points out that you cannot sell something that bores you. Which of the following questions is one you should ask yourself to help you avoid a job selling something you'll find boring?

A) Do I prefer to set my own deadlines, or do I need deadlines set by others?
B) Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed?
C) Am I a risk-taker, or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics or am I more disposed to art, fashion, and merchandising?
E) What types of knowledge has college provided me?

Question 22

Which of the following is NOT a good source of information about industries and jobs for someone who is looking for a job?

A) Business Week
B) U. S. Industrial Outlook
C) Web sites such as sales.com
D) Standard and Poor's Industry Surveys
E) Commerce Business Daily

Question 23

Which of the following statements about applicant information sources is FALSE?

A) An application form should include factual questions concerning the profile the company established for the position.
B) Contacting references is a good way to validate information on the application form.
C) The most frequently contacted references are former professors.
D) Experienced sales managers expect to hear favorable comments when they contact an applicant's references.
E) You should choose a variety of references that can provide different information about you.

Question 24

Which of the following statements about opportunities in selling is true?

A) Education, medicine, and engineering offer more growth in the number of jobs than sales.
B) Unfortunately, corporate executives do not recognize the importance of selling experience in a marketing career.
C) Many people find sales so satisfying that they elect to do it as their life's work.
D) International job opportunities abound in the selling field.
E) The only new jobs in sales today are in retailing.

Question 25

KSAs are an investment, and like an investment, they decay or depreciate if you do not continue to invest in them.

Question 26

Role ambiguity occurs when the salesperson is not sure what actions are required.

Question 27

Most training given by firms to their experienced salespeople is product related.

Question 28

Which of the following statements about the job application form is true?

A) The application form should include factual questions concerning the profile the hiring company established for the position.
B) Résumés provide very different types of information than application forms do.
C) Application forms are often too individualized.
D) Responses on application forms should never be used to structure the personal interview.
E) Application forms typically include questions to gauge the job applicant's response to stress.

Question 29

As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine what motivates you?

A) Do I prefer to set my own deadlines, or do I need deadlines set by others?
B) Am I propelled more by financial incentives, personal recognition or the satisfaction of just getting a task completed?
C) Am I a risk-taker, or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics or am I more disposed to art, fashion, and merchandising?
E) What types of knowledge has college provided me?

Question 30

Regardless of the type of interview, you should send a thank-you note shortly afterward.

Question 31

KSAs refers to the sales maxim, Keep it Simple, Always.

Question 32

Which of the following statements about opportunities in selling is FALSE?

A) No other type of business work offers more growth in the number of jobs than sales.
B) Corporate executives clearly recognize the importance of selling experience in any marketing career.
C) Many people find sales so satisfying that they elect to do it as their life's work.
D) Entry level international job opportunities abound in the selling field.
E) Professional sales is second only to grade school teaching in new-job growth.

Question 33

As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine your need for structure?

A) Do I prefer to set my own deadlines, or do I need deadlines set by others?
B) What propels me, financial incentives, personal recognition, or the satisfaction of just getting a task completed?
C) Am I a risk-taker, or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics or am I more disposed to art, fashion, and merchandising?
E) What types of knowledge has college provided me?

Question 34

It is important not to seem overly eager in your initial interview, so avoid asking for a commitment from your interviewer at this time.

Question 35

Even if you spend your entire career with one company, your job interviewing days are not over once you land that first job.

Question 36

As a general rule, the text states companies look for three qualities in salespeople. They are:

A) company knowledge, industry knowledge and self-knowledge
B) good attitude, a strong self-perception and a self-starter
C) technical expertise, company knowledge and optimism
D) good communication skills, self-motivation and a positive attitude
E) technical expertise, people skills and long-range objectives

Question 37

A greeter at the office where you are going for an interview may well be part of a disguised interview strategy.

Question 38

Which of the following is the best source of information about industries and jobs in the career field that interests you?

A) personal sources
B) national business publications like Forbes and Business Week
C) trade publications of the industry in which you're interested
D) college placement service
E) commercial placement service

Question 39

Sales can be a stressful occupation although different sales jobs have different stress levels. As you seek a job in sales, which of the following questions is one you should ask yourself to help you determine your acceptable level of stress?

A) Do I prefer to set my own deadlines, or do I need deadlines set by others?
B) Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed?
C) Am I a risk-taker, or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics or am I more disposed to art, fashion, and merchandising?
E) What types of knowledge has college provided me?

Question 40

An important aspect of career management is to set life-based objectives and use those to determine your career objectives.

Question 41

As you compete for the job you want, knowledge about the company you will interview with is valuable. Which of the following is a valid source of information about the firm?

A) business reference books
B) its customers
C) its salespeople
D) its sales managers
E) all of the above

Question 42

When preparing the _____ résumé, begin by listing the qualities you have that you think will help you get the job.

A) standard
B) academic
C) conventional
D) placement
E) functional

Question 43

Which of the following statements about references is true?

A) The most frequently contacted references are co-workers.
B) Never ask someone for permission to use him or her as a reference because this creates a bias.
C) Choose similar references, such as three professors or three co-workers.
D) Contacting references is a good way for an interviewer to validate his or her personal observations about an interviewee.
E) All of the above statements about references are true.

Question 44

The cover letter for your résumé sent in response to an employment ad:

A) should begin with an attention-getting statement
B) is a form of sales letter
C) focuses on what you can do for the hiring company
D) should close with a request for action
E) is accurately described by all of the above

Question 45

Kiki's résumé is organized around the things she can do and the things she has learned. She has developed a(n) _____ résumé.

A) standard
B) academic
C) conventional
D) placement
E) functional

Question 46

The career objective statement portion of a résumé is often troubling for college students because a specific statement that is on target for one job may remove the student from consideration for others. What is the text's advice about objective statements?

A) Make sure the career objective statement accurately reflects your career interests, and stick with it; any jobs that you miss as a result would have been wrong for you.
B) Don't use a career objective statement.
C) Develop a very general career objective statement.
D) Have several résumés, each with a different career objective statement.
E) The text offers no advice about career objective statements.

Question 47

Which of the following statements about a job interview is true?

A) Treat the approach stage of the interview just as you would if it were a cold call.
B) Come to the interview prepared to take notes.
C) Remember that it does not make any difference in the interview whether the interviewer is a personnel manager or a sales manager.
D) Do not engage in social amenities at any time during the interview.
E) None of the above statements about a job interview is true.

Question 48

As Megan prepares for her job interview with Poly-Tex, Inc., which of the following questions is NOT a frequently asked interview question she should be prepared to answer?

A) What do you consider to be your greatest strengths and weaknesses?
B) Why should I hire you?
C) Are you married, and if so what characteristics do you think drew your spouse to you?
D) Do you think your grades are an accurate indication of your academic achievement?
E) What do you know about Poly-Tex?

Question 49

Which of the following is an example of an illegal question you should not be asked in a job interview?

A) Do you own or rent your place of residence?
B) Have your ever used another name?
C) Have your ever been convicted of a felony?
D) Where do your live?
E) None of the above are examples illegal job interview questions

Question 50

Which of the following is an example of a legal question you could be asked in a job interview?

A) What is your maiden name?
B) Do you own or rent your home?
C) Where were you born?
D) Have your ever been convicted of a felony?
E) None of the above are examples of legal job interview questions

Question 51

The most frequently contacted references are:

A) church leaders
B) relatives
C) friends
D) former employers
E) co-workers

Question 52

The cover letter for your résumé sent in response to an employment ad:

A) should focus on what you want the hiring company to do
B) should use boldface type to accent your experience and colorful phrases to attract readers' attention
C) should be no longer than one paragraph
D) should concentrate on two or three reasons why the company should hire you
E) is accurately described by all of the above

Question 53

One of the dangers in applying to blind box job postings is:

A) you might find a job better than your current one
B) the employer may not be interested in someone with your qualifications
C) you might be sending your résumé to your own company
D) employers use blind box ads to weed out candidates
E) you might not want the job being advertised

Question 54

Which of the following statements about employment ads is true?

A) An ad offering a "sales management trainee" position is an opportunity to become a sales manager without selling experience.
B) If the ad for a company you would like to work for requires experience in the field, you should contact the company and ask its representative, "What companies should I pursue that will give me the experience you are looking for?"
C) Any company that would advertise a job opportunity using a blind box number is too clandestine and deceitful for an ethical person to consider working for.
D) When you write a cover letter to answer a job advertisement, make it as short as possible, and let your our résumé do the selling.
E) A typical employment ad simply states the job title of the position being filled and does not tell you what the company has to offer job applicants.

Question 55

_____ résumés are a form of life history, organized by type of experience.

A) Utilitarian
B) Strategic
C) Conventional
D) Standardized
E) Functional

Question 56

Which of the following is good advice to give someone who is at the testing stage of the job application process?

A) Remember that personality tests are not reliable predictors of behavior.
B) Stress keeps you mentally sharp and will improve your performance.
C) If the test is valid, you should be happy if it says that you are unsuited for the job you are applying for.
D) Intelligence tests are not valid means of determining someone's suitability for a job.
E) All of the above are examples of good advice to give someone who is at the testing stage of the job application process.

Question 57

Which of the following statements is NOT a heading commonly used when a person prepares a conventional business résumé?

A) lifestyles
B) education
C) activities/hobbies
D) work experience
E) career objectives

Question 58

Tomas is a recent college graduate who is looking for a job. He has been told that he will need to take some tests as part of the selection process to see if he is a match for a sales job that he has applied for. What kind of test may Tomas have to take?

A) a personality test
B) an intelligence test
C) a technical aptitude test
D) a test that evaluates his ethical system
E) any or all of the above types of tests

Question 59

A _____ résumé includes information on an individual's education, work experiences, and activities and/or hobbies.

A) standard
B) academic
C) conventional
D) placement
E) functional

Question 60

Which of the following statements about the cover letter sent with your résumé as a part of your response to a job posting is true?

A) Remember that the letter should be short because your résumé is your selling tool.
B) Never telephone the company to which you mailed your application because such calls are seen as pushy.
C) Your cover letter should be short and contain no more than two paragraphs.
D) Use an attention getting device in the first paragraph.
E) Your cover letter should focus on what you expect from the company.

Question 61

Bianca has just finished a degree in selling. She is interviewing for her first sales position. She knows what she has to offer is referred to as her KSAs, meaning:

A) kinetics, salesmanship, and authority
B) killer instinct, skills, and agility
C) keiretsu, sincerity, and accuracy
D) knowledge, skills, and abilities
E) none of the above

Question 62

Ernesto sells for Environ-Safety Inc., a company that was started by two environmentalists who use organic means to clean up man-made toxic spills. One partner believes that to sell Environ-Safety products, its salespeople should act as missionary salespeople and teach customers how to avoid spills. The other partner believes that it is the duty of its salespeople to convince customers why organic products are better at clean-ups than others. Most likely Ernesto is experiencing;

A) role conflict
B) situational stress
C) role accuracy
D) twin stress
E) cultural breakdown

Question 63

Ferguson was a little early for his interview at the College Placement Center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and Ferguson spent time talking to her prior to the time for his interview. This recent graduate is an example of a:

A) shill
B) greeter
C) decoy
D) crutch
E) cruiser

Question 64

That nervous, almost sick-to-your-stomach feeling you get immediately after you walk into class and the person sitting next to you says, "I can't believe you're so calm on the day of such a big test," (that you thought was next week,) is an example of:

A) flighting fright
B) subliminal terror
C) felt stress
D) temporary urgency
E) situational stress

Question 65

The most common form of felt stress is:

A) contextual uncertainty
B) the stress interview
C) subliminal terror
D) role stress
E) situational stress

Question 66

Most training given by firms to their experienced salespeople is product related. If an experienced salesperson wants sales skills training, he or she will probably have to seek assistance by:

A) asking his or her field sales manager
B) asking other members of the sales force
C) attending seminars
D) listening to cassette tapes while driving
E) doing any and all of the above

Question 67

During her second interview with Poly-Tex, Inc., April met with the sales manager, the personnel manager, and a sales rep for Poly-Tex. They each had several questions for April. This interview was a _____ interview.

A) group
B) stress
C) panel
D) tension
E) batch

Question 68

The last time Brian met with the purchasing agent for Hampton Manufacturing, he made a crude joke about stuttering--not knowing that the agent's daughter had a severe stuttering problem. He has come back to the purchasing agent's office to apologize. Brian is definitely feeling a great deal of _____ stress.

A) felt
B) relational
C) situational
D) functional
E) partnering

Question 69

A(n) _____ is an organized collection of evidence of one's career. It can contain letters of reference, a résumé, thank-you letters from customers, papers you have written, and even a strategic plan you developed for class.

A) information packet
B) portfolio
C) personal scrapbook
D) individualized activity book
E) assessment support manual

Question 70

Melanie was about 10 minutes into her third interview with a sales manager when, without warning, the manager picked up the ashtray from her desk, and handed it to Melanie saying, "Here, sell me this ashtray." Melanie was in a(n) _____ interview.

A) action
B) stress
C) pressure
D) measurement
E) capability

Question 71

The saying "In times of change, the learners inherit the earth" refers to the need for salespeople to:

A) constantly improve their knowledge, skills, and abilities
B) always scope out the competition first
C) have a degree is selling as a prerequisite for any position
D) do their job the way they learned it in college
E) all of the above

Question 72

Ross was amazed at what he thought was the rudeness of his interviewer. This guy was the third person he had interviewed with for a position with this company, and he had mocked Ross and seemingly tried to embarrass him. What Ross didn't realize was that he was in a(n) _____ interview.

A) tension
B) stress
C) pressure
D) ulterior
E) anxiety

Question 73

Constance was a little early for her interview at the College Placement Center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and she was able to pass the time talking to him prior to the time for her interview. Constance was unaware that this person was also evaluating her. The firm was using a _____ interview.

A) group
B) stress
C) panel
D) disguised
E) hidden

Question 74

Artis and Rick, his sales manager, are discussing Artis's last sales presentation as they walk to the car from the customer's office. Rick is giving Artis feedback on the strengths and weaknesses he saw while accompanying Artis on this call. This immediate feedback should prove helpful as Artis seeks to improve his ability as a sales rep. This form of feedback is called:

A) quick and dirty
B) basic training
C) a parking lot accolade
D) a curbside conference
E) quick and clean

Question 75

After a full day of testing and interviewing, Candace and two other job candidates from other universities were taken to dinner by several executives of Poly-Tex, Inc. Whether she knew it or not, Candace was probably still being interviewed in a _____ interview.

A) group
B) mass
C) panel
D) gang
E) batch

Question 76

_____ is psychological distress brought about by job demands or constraints encountered in the work environment.

A) Job oppression
B) Subliminal terror
C) Felt stress
D) Contextual concern
E) Situational stress

Question 77

Which of the following statements about a job interview is true?

A) One difference between sales calls and job interviews is that both parties have needs that will have to be defined during the meeting.
B) Most interviewers would think you were excessively insecure if you took notes during a job interview.
C) It is particularly important when interviewing for a sales job that you demonstrate your ability to converse with a stranger. Do not allow periods of silence for any reason during the interview.
D) It is important not to seem over eager in your initial interview, so avoid asking for a commitment from your interviewer at this time.
E) Be sure to learn when you can expect to hear from the company.

Question 78

Which of these statements about group and panel interviews is true?

A) When answering a question, keep your focus on the person who asked that question.
B) As often as possible, visually sweep the interviewers to keep all of them interested in you.
C) Group and panel interviews involve multiple interviewers, but only one job candidate.
D) When several candidates are interviewed together, it is important for you to demonstrate your superiority by topping any stories or qualifications others bring up.
E) Group interviews may be disguised as a dinner or a plant tour.

Question 79

_____ refers to the degree to which the salesperson's perceptions of the sales role are correct

A) Role stress
B) Perceptual stress
C) Reward stress
D) Perceptual accuracy
E) None of the above

Question 80

Sales can be very rewarding, but also very stressful. The short-term anxiety associated with waiting in the reception room before a presentation is called:

A) temporary terror
B) subliminal terror
C) felt stress
D) temporary stress
E) situational stress