Question 1

Which of the following statements is true about employment ads?

Accepted Answer

A)  An ad offering a "sales manager trainee" position is an opportunity to become a sales manager without selling experience. 
B)  An employment ad for an "independent contractor" means 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. 
A)  An ad offering a "sales manager trainee" position is an opportunity to become a sales manager without selling experience. 
B)  An employment ad for an "independent contractor" means 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. B

Question 2

Which of the following statements is true about an interviewee?

Accepted Answer

A)  During the approach phase of the interview,the interviewee would need the same type of attention getter as he or 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 these 
A)  During the approach phase of the interview,the interviewee would need the same type of attention getter as he or 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 these B

Question 3

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

Accepted Answer

A) True 
 B)False  False

Question 4

Robert sells a full range of woodworking equipment-from sawmills to machines that cut wood veneers.His sales manager wants him to spend his time selling.However,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?

Accepted Answer

A)  Ask his sales manager to explain exactly what his duties are 
B)  Quit his 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 set by his sales manager 
A)  Ask his sales manager to explain exactly what his duties are 
B)  Quit his 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 set by his sales manager

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

List out any five traits of top salespeople.

Accepted Answer

The traits of top salesperson are the fo

Question 7

All companies need salespeople with computer skills because computers are increasingly being used to track and manage accounts,communicate internally,and perform other important activities.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

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

Question 11

How should you begin a cover letter when you write in response to employment ads?

Accepted Answer

It should

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Many companies have a "promote from within" policy,which means that whenever possible they fill positions with people who already are employees.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

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

Question 15

Molly works as a sales executive for a manufacturer of aquariums and other aquatic equipment.She promises one of her key customers that she will visit him during the weekend and help him with equipment maintenance.However,her manager asks her to be present for a meeting conducted by employees' grievance cell during the same weekend.Which of the following will most likely be experienced by Molly in this scenario?

Accepted Answer

A)  Role conflict 
B)  Situational stress 
C)  Role ambiguity 
D)  Role overload 
E)  Assertiveness 
A)  Role conflict 
B)  Situational stress 
C)  Role ambiguity 
D)  Role overload 
E)  Assertiveness

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

When Paula went in for her job interview,she was given a plastic cup and asked to sell the cup to the interviewer.What kind of an interview did Paula experience?

Accepted Answer

Paula experienced a stress int

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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? 
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 20

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.

Accepted Answer

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

Which of the following statements is true about employment ads?

Which of the following statements is true about an interviewee?

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

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

List out any five traits of top salespeople.

All companies need salespeople with computer skills because computers are increasingly being used to track and manage accounts,communicate internally,and perform other important activities.

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

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.

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

How should you begin a cover letter when you write in response to employment ads?

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

Many companies have a "promote from within" policy,which means that whenever possible they fill positions with people who already are employees.

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

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

When Paula went in for her job interview,she was given a plastic cup and asked to sell the cup to the interviewer.What kind of an interview did Paula experience?

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

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

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.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Filters

Exam 17: Managing Your Career

Which of the following statements is true about employment ads?

Which of the following statements is true about an interviewee?

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

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

List out any five traits of top salespeople.

All companies need salespeople with computer skills because computers are increasingly being used to track and manage accounts,communicate internally,and perform other important activities.

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

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.

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

How should you begin a cover letter when you write in response to employment ads?

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

Many companies have a "promote from within" policy,which means that whenever possible they fill positions with people who already are employees.

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

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

When Paula went in for her job interview,she was given a plastic cup and asked to sell the cup to the interviewer.What kind of an interview did Paula experience?

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

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

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.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Filters