Before a Sales Manager Can Search for a Particular Type

Multiple Choice

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 third step in conducting the job analysis?

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