Question 1

The most frequently contacted references are former employers.

Accepted Answer

A) True 
 B)False

Question 2

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,or even a strategic plan you developed for a class.

Accepted Answer

A)  information packet 
B)  portfolio 
C)  personal scrapbook 
D)  individualized activity book 
E)  assessment support manual 
A)  information packet 
B)  portfolio 
C)  personal scrapbook 
D)  individualized activity book 
E)  assessment support manual

Question 3

As you seek a job in sales,it is important that you understand your own needs.Which of the following questions should you ask yourself to help determine your need for structure?

Accepted Answer

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? 
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 4

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

Accepted Answer

A)  Take on 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 
A)  Take on 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 5

Richard,a job applicant,came across an employment posting for a salesperson with Acumen Industries.He filled out an online document that contained factual questions concerning the said profile.Identify this document used in the recruiting process.

Accepted Answer

A)  An application form 
B)  A résumé 
C)  An automatic replenishment form 
D)  A testimonial 
E)  A reference 
A)  An application form 
B)  A résumé 
C)  An automatic replenishment form 
D)  A testimonial 
E)  A reference

Question 6

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

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 7

Karen is in search of a new job.She believes 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?" Which of the following aspects is questioned by Karen's question?

Accepted Answer

A)  Structure 
B)  Time 
C)  Interest 
D)  Motivation 
E)  Stress and rejection 
A)  Structure 
B)  Time 
C)  Interest 
D)  Motivation 
E)  Stress and rejection

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Identify a true statement about tests conducted during the recruiting process.

Accepted Answer

A)  Candidates should refuse to participate in tests because such tests are not valid. 
B)  If a candidate believes tests cannot predict his or her ability to succeed in a job,he or she should avoid giving such tests. 
C)  If a test is valid,a candidate 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)  The important point to remember about tests is to remain stressed during a test. 
A)  Candidates should refuse to participate in tests because such tests are not valid. 
B)  If a candidate believes tests cannot predict his or her ability to succeed in a job,he or she should avoid giving such tests. 
C)  If a test is valid,a candidate 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)  The important point to remember about tests is to remain stressed during a test.

Question 11

The most frequently contacted references are _____.

Accepted Answer

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

Question 12

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.

Accepted Answer

A)  group 
B)  stress 
C)  panel 
D)  tension 
E)  batch 
A)  group 
B)  stress 
C)  panel 
D)  tension 
E)  batch

Question 13

List some methods for coping with situational stress.

Accepted Answer

The methods for coping with situational

Question 14

What are the three qualities that companies generally look for in salespeople?

Accepted Answer

In general,companies look for

Question 15

Which of the following is true of role overload?

Accepted Answer

A)  It occurs when two managers demand incompatible actions of a salesperson. 
B)  It occurs when a customer wants something that seems reasonable but the company would not allow it. 
C)  It occurs when a salesperson is not sure what actions are required. 
D)  It occurs when a salesperson reveals all sides of a situation to a customer. 
E)  It happens when a job demands more than a person can perform. 
A)  It occurs when two managers demand incompatible actions of a salesperson. 
B)  It occurs when a customer wants something that seems reasonable but the company would not allow it. 
C)  It occurs when a salesperson is not sure what actions are required. 
D)  It occurs when a salesperson reveals all sides of a situation to a customer. 
E)  It happens when a job demands more than a person can perform.

Question 16

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 in Alex's presentation.This immediate feedback should help Alex improve his ability as a sales rep.This form of feedback is known as _____.

Accepted Answer

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

Question 17

What are the four important aspects of a job interview? Outline how a job candidate should prepare for each.

Accepted Answer

A job interview is much like any other s

Question 18

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

Accepted Answer

A)  One difference between a sales call and a job interview 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 overeager 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. 
A)  One difference between a sales call and a job interview 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 overeager 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 19

Which of the following is a legitimate reason for a company to use a blind posting or a blind box number?

Accepted Answer

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. 
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 20

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 tests will Tomas have to take?

Accepted Answer

A)  A personality test 
B)  An intelligence test 
C)  An ability test 
D)  An interest test 
E)  Any or all of these 
A)  A personality test 
B)  An intelligence test 
C)  An ability test 
D)  An interest test 
E)  Any or all of these

The most frequently contacted references are former employers.

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,or even a strategic plan you developed for a class.

As you seek a job in sales,it is important that you understand your own needs.Which of the following questions should you ask yourself to help determine your need for structure?

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

Richard,a job applicant,came across an employment posting for a salesperson with Acumen Industries.He filled out an online document that contained factual questions concerning the said profile.Identify this document used in the recruiting process.

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

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

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

Identify a true statement about tests conducted during the recruiting process.

The most frequently contacted references are _____.

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.

List some methods for coping with situational stress.

What are the three qualities that companies generally look for in salespeople?

Which of the following is true of role overload?

What are the four important aspects of a job interview? Outline how a job candidate should prepare for each.

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

Which of the following is a legitimate reason for a company to use a blind posting or a blind box number?

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 tests will Tomas have to take?

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

The most frequently contacted references are former employers.

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,or even a strategic plan you developed for a class.

As you seek a job in sales,it is important that you understand your own needs.Which of the following questions should you ask yourself to help determine your need for structure?

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

Richard,a job applicant,came across an employment posting for a salesperson with Acumen Industries.He filled out an online document that contained factual questions concerning the said profile.Identify this document used in the recruiting process.

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

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

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

Identify a true statement about tests conducted during the recruiting process.

The most frequently contacted references are _____.

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.

List some methods for coping with situational stress.

What are the three qualities that companies generally look for in salespeople?

Which of the following is true of role overload?

What are the four important aspects of a job interview? Outline how a job candidate should prepare for each.

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

Which of the following is a legitimate reason for a company to use a blind posting or a blind box number?

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 tests will Tomas have to take?

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