Question 1

To administer and interpret unstructured interviews, interviewers must be

Accepted Answer

A)  clinical psychologists 
B)  well trained 
C)  exhibit leadership traits 
D)  good communicators

Question 2

Finding potential job applicants, telling them about the company, and getting them to apply refers to the recruitment process.

Accepted Answer

A) True 
 B)False

Question 3

An informal and nondirected interview is used to get a candidate to talk freely on a variety of topics is known as an unstructured interview.

Accepted Answer

A) True 
 B)False

Question 4

There are six basic tests used in the selection process of sales personnel. Which of the following is not such a test?

Accepted Answer

A)  attitude and lifestyle test 
B)  reflex test 
C)  personality test 
D)  knowledge test

Question 5

Typical probing questions asked in unstructured interviews include the following except

Accepted Answer

A)  questions that determine whether a candidate is self-motivated 
B)  questions that identify candidates who will work on their own to improve themselves 
C)  questions that determine the candidate's pattern for winning or recovering from loss 
D)  none of the above questions are asked in unstructured interviews

Question 6

in a checklist for developing a job description, account/territory management refers to which of the following activities?

Accepted Answer

A)  arrange route for best coverage 
B)  analyze local conditions for customer 
C)  present survey reports, layouts, and proposals 
D)  attend sales meetings

Question 7

All of the following are commonly used selection tools except

Accepted Answer

A)  initial screening interviews 
B)  physical examinations 
C)  reference checks 
D)  mental checks

Question 8

To ensure that new recruits have aptitude necessary to be successful in a particular type of sales job, which of the following procedures should be followed?

Accepted Answer

A)  conduct a job analysis 
B)  prepare written job descriptions 
C)  translate the job description into sales representative qualifications 
D)  all of the above

Question 9

Job analysis is known as the process of identifying the duties, requirements, responsibilities, and conditions of a job.

Accepted Answer

A) True 
 B)False

Question 10

The initial screening interview is carried out primarily

Accepted Answer

A)  to go over the application form 
B)  to aid sales managers in making a decision 
C)  to eliminate undesirable recruits 
D)  to gain an in depth understanding of the applicant

Question 11

Before a sales manager can search for a particular type of salesperson, he or she must know something about the sales job to be filled. A job analysis identifies the duties, requirements, responsibilities, and conditions involved in the sales job. What is the first step in conducting the job analysis?

Accepted Answer

A)  determine the duties and responsibilities that are expected from the salesperson 
B)  analyze the environment in which the salesperson is to work 
C)  make sales calls with several salespeople to observe and record the various tasks of the job 
D)  prepare a preliminary job description based on the sales manager's concept of what the job entails

Question 12

Employment tests are an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople. _____________ measure what the applicant knows about a certain product, service, market, and the like.

Accepted Answer

A)  intelligence tests 
B)  knowledge tests 
C)  sales aptitude tests 
D)  vocational interest tests

Question 13

In a checklist for developing a job description, goodwill refers to which of the following activities?

Accepted Answer

A)  install the product or display 
B)  build relationships with channel partners 
C)  develop new prospects and accounts 
D)  organize field activity for minimum travel and maximum calls

Question 14

The recruiter asks each candidate the same set of standardized questions designed to determine the applicant's fitness for a sales position during an unstructured interview.

Accepted Answer

A) True 
 B)False

Question 15

The forms that score candidates on each job attribute by assigning different values to each attribute is known as a weighted application form.

Accepted Answer

A) True 
 B)False

Question 16

Automated screening techniques such as using the computer for interviews is increasingly being utilized by firms for all of the following reasons except

Accepted Answer

A)  faster gathering and analysis of the data 
B)  standardization of questions 
C)  applicants tend to give more truthful answers to machines rather than to people 
D)  it reduces employee turnover

Question 17

The fourth step in systematic process for recruiting salespeople is to:
Recruitment process

Accepted Answer

A)  attract a pool of sales recruits 
B)  conduct a job analysis 
C)  select best recruits 
D)  prepare a job description

Question 18

Knowledge tests measure a salesperson's general cognitive ability or intelligence as an indicator of future job performance

Accepted Answer

A) True 
 B)False

Question 19

The factors to consider when deciding which recruiting sources to use include the following except:

Accepted Answer

A)  recruiting budget 
B)  legal considerations 
C)  mindset of current salespeople 
D)  policy on promoting from within

Question 20

In a checklist for developing a job description, account/territory management refers to arrange route for best coverage.

Accepted Answer

A) True 
 B)False

Exam 8: Recruiting and Selecting the Sales Force

To administer and interpret unstructured interviews, interviewers must be

Finding potential job applicants, telling them about the company, and getting them to apply refers to the recruitment process.

An informal and nondirected interview is used to get a candidate to talk freely on a variety of topics is known as an unstructured interview.

There are six basic tests used in the selection process of sales personnel. Which of the following is not such a test?

Typical probing questions asked in unstructured interviews include the following except

in a checklist for developing a job description, account/territory management refers to which of the following activities?

All of the following are commonly used selection tools except

To ensure that new recruits have aptitude necessary to be successful in a particular type of sales job, which of the following procedures should be followed?

Job analysis is known as the process of identifying the duties, requirements, responsibilities, and conditions of a job.

The initial screening interview is carried out primarily

Employment tests are an objective way to measure traits or characteristics of applicants for sales positions and to increase the chances of selecting good salespeople. _____________ measure what the applicant knows about a certain product, service, market, and the like.

In a checklist for developing a job description, goodwill refers to which of the following activities?

The recruiter asks each candidate the same set of standardized questions designed to determine the applicant's fitness for a sales position during an unstructured interview.

The forms that score candidates on each job attribute by assigning different values to each attribute is known as a weighted application form.

Automated screening techniques such as using the computer for interviews is increasingly being utilized by firms for all of the following reasons except

The fourth step in systematic process for recruiting salespeople is to: Recruitment process

Knowledge tests measure a salesperson's general cognitive ability or intelligence as an indicator of future job performance

The factors to consider when deciding which recruiting sources to use include the following except:

In a checklist for developing a job description, account/territory management refers to arrange route for best coverage.