Question 1

Lance has been directed to conduct a thorough job analysis before recruiting new salespeople.Lance will likely determine what ____________________ are involved in the job to be filled.

Accepted Answer

A) Activities. 
B) Tasks. 
C) Responsibilities. 
D) All of the choices are correct.

Question 2

Ellen is in the process of recruiting new salespeople.She has conducted a job analysis and written a job description.Next,she should:

Accepted Answer

A) Develop a job qualifications statement. 
B) Re-write the job description. 
C) Review external selection procedures. 
D) Conduct an environmental scan.

Question 3

Existing job descriptions should not automatically be used when recruiting and selecting new salespeople because of possible changes in the:

Accepted Answer

A) Job. 
B) Customers. 
C) Competition. 
D) All of the choices are correct.

Question 4

Jamodd is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jamodd recognizes the advantage of hiring this candidate is:

Accepted Answer

A) The corporate culture he or she will bring. 
B) The potential for a noncompete clause. 
C) Experience. 
D) Credibility with customers.

Question 5

In sales recruiting,what does it mean to be "penny wise but pound foolish?"

Accepted Answer

The answer of In sales recruiting,what does it mean to...

Question 6

By telling the potential salesperson what will be expected before employment,a well-written job description increases a rep's chances of success.

Accepted Answer

A) True 
 B)False

Question 7

In writing the job qualification statement,Marion clearly states the educational and experience requirements for the sales position.She hopes this will:

Accepted Answer

A) Encourage everyone to apply. 
B) Discourage unqualified people from applying. 
C) Comply with EEO laws. 
D) Attract graduates from her college.

Question 8

Zan has decided he wants to pursue a career in sales and has arranged a series of interviews.The next thing he should do is:

Accepted Answer

A) Consult with his role partners to see if this is a good decision. 
B) Prepare for each interview by learning about the company. 
C) Develop a detailed job analysis. 
D) Expand his internal sources of sales competency.

Question 9

The first decision in recruitment and selection is:

Accepted Answer

A) Deciding who is responsible for hiring new salespeople. 
B) Establishing policies. 
C) Analyzing the job. 
D) Evaluating applicants.

Question 10

Arlene is in charge of recruitment.Where should she look for a pool of applicants?

Accepted Answer

The answer of Arlene is in charge of recruitment.Where should...

Question 11

The advantage of recruiting salespeople from current company employees is:

Accepted Answer

A) Company employees have established performance records 
B) Recruits from inside the company require more orientation and training 
C) Recruiting from within can impair company morale. 
D) All of the choices are correct.

Question 12

The most difficult part of the sales recruitment and selection process is:

Accepted Answer

A) Writing the job description. 
B) Determining the qualifications of prospective employees. 
C) Conducting the job analysis. 
D) Finding a pool of applicants.

Question 13

In most organizations ___________ are primarily responsible for hiring new salespeople.

Accepted Answer

A) Human resources departments. 
B) Field sales managers. 
C) Top sales executives. 
D) Vice-president for recruitment.

Question 14

When interviewing for a sales position,you are:

Accepted Answer

A) Studying sales interviewing. 
B) Preparing to buy the products the company sells. 
C) Selling yourself. 
D) All of the choices are correct.

Question 15

Terry is recruiting new salespeople and is considering placing an ad in the industry magazine.She wants to place an open ad for all of the following reasons EXCEPT:

Accepted Answer

A) It will give Terry the opportunity to explain the attractive features of the position. 
B) It will generate a more select pool of high-quality candidates. 
C) It will reduce selection costs. 
D) It will avoid any ethical questions concerning possible deception.

Exam 11: Recruiting and Selecting Sales-people