Selection of Good Salespeople Obviously Represents an Important Opportunity to Gain

Multiple Choice

Selection of good salespeople obviously represents an important opportunity to gain a competitive advantage. However, it has been estimated that over half of all people in sales positions are not suited for such a career. Which of the following is a reason for the underperformance by sales managers in this area?

A) When unemployment is low, managers are less likely to make a hiring mistake due to the large number of applicants they receive.
B) Many managers over analyze the candidates' qualifications and experiences.
C) Many companies do not provide effective interviewing training for key line managers who complete the interviewing process.
D) When unemployment is high, managers are less vulnerable to making a hiring mistake from the large number of applicants they receive.
E) None of the above.