Deck 17: Managing Your Career

Question 1

Intelligence,ability,personality,and interest tests have become void in the recruiting process because they do not yield any useful information.

Answer 1

False

Question 2

If you do not have the experience for a job you really want,you should contact the company and ask its representative,"What companies should I pursue that will give me experience in this field?"

Answer 2

True

Question 3

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

Answer 3

False

Question 4

A job interview is distinctly different from a sales call because you are not trying to sell yourself.

Question 5

Once you have narrowed your selection to a group of companies during your job search,the next step is to find a company that needs you.

Question 6

When Marcia writes a response to an employment advertisement,her cover letter should exclusively focus on her expectations from the company.

Question 7

Functional résumés reverse the content and titles of conventional résumés.

Question 8

If a test is a valid selection tool,a job candidate should be happy with the outcome no matter what it is.

Question 9

Most companies believe that there is one single "sales type" who will be successful selling anything to anybody.

Question 10

The keys to being successful and happy lie in finding a good match between what you need and desire in a position and the positions companies offer.

Question 11

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

Question 12

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

Question 13

The two things to look for in an employment posting are what the company sells and when the job begins.

Question 14

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

Question 15

Interviewees should attempt to determine whether the interviewer is a sales manager or a personnel manager once the interview is over.

Question 16

The first step in making a good match between what you have to offer and a company's position is to determine what you need.

Question 17

Personnel managers appreciate being asked about salary during the first interview of the recruitment process.

Question 18

When you write a cover letter to answer a job advertisement,make sure that it is no more than one or two lines long.

Question 19

When you seek career growth,you should be aware that at certain levels many foreign-owned businesses prefer to staff management positions with people from their own country.

Question 20

The most frequently contacted references are former employers.

Question 21

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) Can I work well when assignments are ambiguous, or do I need a lot of instruction?

Question 22

KSA refers to the sales maxim,"Keep it Simple,Always."

Question 23

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

Question 24

A greeter at the office where your interview will be conducted may well be part of a disguised interview strategy.

Question 25

The first step in making a good match between what you have to offer and a company's position is to determine:

A) the pricing strategies used by the company.
B) what you need.
C) what the company has to offer you.
D) the needs of the company.
E) the competitor's strategies.

Question 26

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 should I do when faced with rejection?

Question 27

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 should I do when faced with rejection?

Question 28

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

Question 29

An individual cannot sell something that bores him/her.According to this statement,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) Can I work well when assignments are ambiguous, or do I need a lot of instruction?

Question 30

Karen is in search of a new job.She is of the opinion that the first step in making a good match between what she has to offer and a company's position is to determine what she needs.Therefore,she asks herself,"Can I work well when assignments are ambiguous,or do I need a lot of instruction?" The above statement indicates that she is trying to understand her need for _____.

A) structure
B) altruism
C) knowledge
D) motivation
E) stress

Question 31

Tony is hiring a new salesperson to work in the Southwestern region for DowElanco,a retail chain.Which of the following is LEAST likely to be an important source of information about the potential candidate?

A) Application forms
B) Advisors in college placement centers
C) References
D) Tests
E) Personal interviews

Question 32

When a partnership is formed between a sales manager and a salesperson,the salesperson has a better understanding of the demands of the job.

Question 33

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

Question 34

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

A) Application forms 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 personal interviews.
E) Application forms should typically include questions to gauge the job applicant's response to stress.

Question 35

While trying to understand his own needs,Jacob asks himself,"What is more important to me? Is it job satisfaction or financial incentives?" Jacob is trying to understand his need for _____.

A) structure
B) skills
C) knowledge
D) motivation
E) response to stress

Question 36

Mastery of the job will reduce feelings of stress because the salesperson is in control of the situation.

Question 37

Which of the following statements is true of the recruiting process?

A) Unlike résumés, application forms are often too individualized.
B) The application form should include factual questions concerning the job profile.
C) Intelligence, ability, personality, and interest tests are no longer used by companies.
D) Responses on the application form are most useful for structuring intelligence test.
E) The most frequently contacted references are coworkers.

Question 38

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

Question 39

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

Question 40

Role ambiguity occurs when two partners demand incompatible actions of the salesperson.

Question 41

Which of the following is a legitimate reason for companies to use blind postings or blind box numbers?

A) The company is financially unstable
B) The company has dealings that may be considered illegal
C) The company wants to avoid receiving a large number of unqualified applicants
D) The company wants to use its name to attract a large number of applicants
E) The company has already found a candidate for the job

Question 42

Kirk's résumé is organized around the things he can do and the things he has learned.He has developed a(n)_____ résumé.

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

Question 43

The most frequently contacted references are _____.

A) church leaders
B) relatives
C) friends
D) former employers
E) coworkers

Question 44

When preparing a _____ 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 45

As you compete for the job you want,knowledge about a potential employer 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 46

Which of the following is considered good advice to give someone who is required to give a test as part of the job application process?

A) You should refuse to participate in tests because such tests are not valid.
B) Stress during tests keeps you mentally sharp and will improve your performance in the tests.
C) If the test is valid, you should be happy with the outcome no matter what it is.
D) Tests are no longer conducted during the recruitment process because they have been proven to be unreliable.
E) All of the above are examples of good advice.

Question 47

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

A) Unlike sales letters, cover letters should focus on the company's financial stability.
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 statement in the beginning.
E) Your cover letter should primarily focus on your educational achievements.

Question 48

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 49

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 center on two or three reasons why the company should hire you.
E) is accurately described by all of the above.

Question 50

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) One should choose a variety of references that can provide different information about him/her.

Question 51

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

A) One difference between sales calls and job interviews is that needs do not have to be identified in the job interview.
B) Most interviewers would perceive you to be excessively insecure if you took notes during a job interview.
C) Periods of silence should be avoided during the interview.
D) It is important not to seem over eager at the close of the 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 52

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

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

Question 53

Which of the following is an illegal question to be asked in an interview?

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 this particular company's organizational culture?

Question 54

The three categories of experience most often used in a(n)_____ résumé are education,work,and activities/hobbies.

A) strategic
B) academic
C) conventional
D) targeted
E) functional

Question 55

Which of the following statements is true about references?

A) The most frequently contacted references are coworkers.
B) Permission is never required while using a particular person as a reference because this creates a bias.
C) Similar references should be chosen, such as three professors or three coworkers.
D) Contacting references is a good way to validate information supplied on the application form.
E) All of the above statements about references are true.

Question 56

Tomas is a recent college graduate who is looking for a job.He has been asked to take some tests as part of the selection process to see if he is suitable for a sales job position that he has applied for.Which of the following test will Tomas have to take?

A) A personality test
B) An intelligence test
C) An ability test
D) An interest test
E) Any or all of the above types of tests

Question 57

Which of the following statements is true about an interviewee?

A) During the approach phase of the interview, the interviewee would need the same type of attention getter just as he/she would in a cold call.
B) The interviewee should come to the interview prepared to take notes, especially when asking about the company.
C) The interviewee should remember that it does not make any difference in the interview whether the interviewer is a personnel manager or a sales manager.
D) The interviewee should not engage in social amenities at any time during the interview.
E) None of the above statements are true.

Question 58

Which of the following statements is true about employment ads?

A) An ad offering a "sales manager trainee" position is an opportunity to become a sales manager without selling experience.
B) Employment ads for an "independent contractor" mean that the salesperson will work on straight commission with no employee benefits.
C) Any company that advertises a job opportunity using a blind box number is too deceitful for an ethical person to consider working for.
D) When you write a cover letter to answer a job advertisement, make sure that it is not more than two sentences long.
E) Job candidates should look for only one thing in an ad: what they can offer the company.

Question 59

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 interview.Constance was unaware that this person was also evaluating her.Which of the following types of interviews is being illustrated in this scenario?

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

Question 60

Which of the following topics is avoided when a person prepares a conventional business résumé?

A) Religious views
B) Education
C) Activities/hobbies
D) Work experience
E) Career objectives

Question 61

Alex and Rick are discussing Alex's last sales presentation as they walk to the car from the customer's office.Rick-Alex's sales manager-is giving Alex feedback on the strengths and weaknesses he noticed during Alex's presentation.This immediate feedback should help Alex improve his ability as a sales rep.This form of feedback is known as _____.

A) backdoor selling
B) basic training
C) a parking lot accolade
D) a curbside conference
E) a kickback

Question 62

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) intelligence test
D) measurement
E) capability

Question 63

During her second interview with Poly-Tex,Inc.,April was jointly interviewed by 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 64

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

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

Question 65

Damon is experiencing role ambiguity in his new sales job.Which of the following can he do to overcome this problem?

A) Take on a greater workload
B) Ask for higher commissions
C) Ask his superior for further instructions
D) Speak to an ethics officer
E) Request to be assigned to a different department

Question 66

_____ 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 67

The saying,"In times of change,the learners inherit the earth,while the learned find themselves beautifully equipped to handle a world that no longer exists" 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 in selling as a prerequisite for any position.
D) do their job the way they learned it in college.
E) do all of the above.

Question 68

Chandler is a new salesperson who is not sure what he should do.He is unsure about what is expected of him,and how his work will be rewarded by his company.The term that best describes what Chandler is experiencing is:

A) ambiguous control.
B) subliminal stress.
C) directional incoherence.
D) role ambiguity.
E) indecisive implementation.

Question 69

After a full day of taking tests and attending interviews,Candace and two other job candidates from other universities were taken to a conference room by several executives of Poly-Tex,Inc.Candace and the other candidates were further evaluated here.This is an example of a _____ interview.

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

Question 70

Bianca has just completed her degree in advertising and selling.She is interviewing for her first sales position.She has to convince the interviewer about her KSAs which refer to her:

A) kinetics, salesmanship, and authority.
B) kanban, strategy, and agility.
C) kaizen, sincerity, and accuracy.
D) knowledge, skills, and abilities.
E) none of the above.

Question 71

Mandy works for a company that sells wholesale products to grocery stores.She is unsure whether she should spend her time in convincing store owners to carry her company's products or in promoting the products to support her company's pull strategy.Mandy is experiencing:

A) ambiguous control.
B) subliminal stress.
C) directional incoherence.
D) role ambiguity.
E) indecisive implementation.

Question 72

Which of the following is one of the most common forms of felt stress?

A) Contextual uncertainty
B) The stress interview
C) Subliminal terror
D) Role stress
E) Situational stress

Question 73

Robert sells a full line of equipment-from sawmills to machines that cut wood veneers.His sales manager wants him to spend his time selling.But,his customers expect him to spend a large part of his time showing them how to install,operate,and maintain their equipment.What can Robert do to handle his role stress?

A) Ask his sales manager to explain exactly what his duties are.
B) Quit this job and find one that is less stressful.
C) Work overtime to satisfy both his customers and his sales manager.
D) Accuse the sales manager of unfair treatment.
E) Always put the needs of his customer ahead of the requirements of his sales manager.

Question 74

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.Which of the following terms best describes this recent graduate brought in by the interviewer?

A) maven
B) greeter
C) decoy
D) moderator
E) lobbyist

Question 75

_____ is what happens when the role demands more than the person can perform.

A) Ambiguous control
B) Subliminal stress
C) Role conflict
D) Role ambiguity
E) Role overload

Question 76

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

A) Ambiguous control
B) Subliminal stress
C) Directional incoherence
D) Role ambiguity
E) Indecisive implementation

Question 77

Most training given by firms to their experienced salespeople is:

A) related to stress management.
B) related to developing basic skills.
C) related to adapting to the selling firm's corporate culture.
D) sales skills related.
E) product related.

Question 78

Molly works as a salesperson for a manufacturer of aquariums and other aquatic equipment.She has promised one of her loyal customers that she will host an in-store presentation on April 12^th on how to set up a garden pond.But her supervisor informs her that she is required to attend a trade show in Chicago on April 12^th.Molly is most likely experiencing _____.

A) role conflict
B) situational stress
C) buyer's remorse
D) twin stress
E) cultural breakdown

Question 79

The anxiety you feel on the day of a big test that you are ill-prepared for is an example of _____.

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

Question 80

The best way to handle role stress is to:

A) increase role accuracy.
B) increase role ambiguity.
C) force the individual to multitask.
D) quit the job.
E) refuse to perform the stress-creating tasks.