Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about applicant information sources is FALSE?

Accepted Answer

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 an 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 an applicant. 
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 an 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 an applicant.

Question 3

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

Accepted Answer

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

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 a potential candidate?

Accepted Answer

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

Question 6

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

Accepted Answer

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. 
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 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

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

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Research indicates that career development opportunities are constant among companies,especially for salespeople.

Accepted Answer

A) True 
 B)False

Question 11

Ferguson was a little early for his interview at the college placement center.Fortunately,the interviewer had brought along a former student of the college who was hired three years ago.Ferguson spent time talking to her prior to his interview.Identify the role of the former student,who took a disguised interview of Ferguson.

Accepted Answer

A)  Spotter 
B)  Greeter 
C)  Initiator 
D)  Champion 
E)  Change agent 
A)  Spotter 
B)  Greeter 
C)  Initiator 
D)  Champion 
E)  Change agent

Question 12

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.

Accepted Answer

A)  action 
B)  stress 
C)  intelligence test 
D)  measurement 
E)  capability 
A)  action 
B)  stress 
C)  intelligence test 
D)  measurement 
E)  capability

Question 13

A job interview is much like any other sales call.

Accepted Answer

A) True 
 B)False

Question 14

Identify a true statement about application forms in recruiting process.

Accepted Answer

A)  Unlike résumés,application forms are often too individualized for easy comparison. 
B)  An application form should include factual questions concerning the job profile. 
C)  These are written documents provided to candidates before,during,or after an interview to help them remember what was said. 
D)  Responses on an application form are most useful for structuring intelligence tests. 
E)  Companies must supplement application forms with details of salary and commission packages. 
A)  Unlike résumés,application forms are often too individualized for easy comparison. 
B)  An application form should include factual questions concerning the job profile. 
C)  These are written documents provided to candidates before,during,or after an interview to help them remember what was said. 
D)  Responses on an application form are most useful for structuring intelligence tests. 
E)  Companies must supplement application forms with details of salary and commission packages.

Question 15

Managing stress always means removing the cause of stress.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Why is it important for a person being interviewed for a job to know if his or her interviewer is a sales manager or a personnel manager?

Accepted Answer

Personnel managers may have a difficult

Question 18

During a job interview,the interviewer tells Robin,"Imagine you are very near to closing a million-dollar deal and the buyer says that you can have full use of his company's beach house for a week if you arrange for your company to pay all the shipping costs for the deal being discussed.What will you do?" What type of an interview question does this interviewer appear to be using?

Accepted Answer

The interv

Question 19

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.

Accepted Answer

A) True 
 B)False

Question 20

Identify a true statement about references in the recruiting process.

Accepted Answer

A)  The most frequently contacted references are coworkers. 
B)  It is unethical to offer the names of leaders of social or religious organizations as references. 
C)  References that are provided should be similar in nature,such as three professors or three coworkers. 
D)  Contacting references is a good way to validate the information supplied on an application form. 
E)  A candidate should choose references that provide the same information. 
A)  The most frequently contacted references are coworkers. 
B)  It is unethical to offer the names of leaders of social or religious organizations as references. 
C)  References that are provided should be similar in nature,such as three professors or three coworkers. 
D)  Contacting references is a good way to validate the information supplied on an application form. 
E)  A candidate should choose references that provide the same information.

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

Which of the following statements about applicant information sources is FALSE?

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

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

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 a potential candidate?

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

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

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

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

Research indicates that career development opportunities are constant among companies,especially for salespeople.

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 job interview is much like any other sales call.

Identify a true statement about application forms in recruiting process.

Managing stress always means removing the cause of stress.

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

Why is it important for a person being interviewed for a job to know if his or her interviewer is a sales manager or a personnel manager?

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.

Identify a true statement about references in the recruiting process.

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

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

Which of the following statements about applicant information sources is FALSE?

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

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

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 a potential candidate?

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

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

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

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

Research indicates that career development opportunities are constant among companies,especially for salespeople.

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 job interview is much like any other sales call.

Identify a true statement about application forms in recruiting process.

Managing stress always means removing the cause of stress.

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

Why is it important for a person being interviewed for a job to know if his or her interviewer is a sales manager or a personnel manager?

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.

Identify a true statement about references in the recruiting process.

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