Question 1

The new assessment tests used by recruiting companies are inaccurate when they are specifically related to sales and the situations potential salespeople may encounter.

Accepted Answer

A) True 
 B)False

Question 2

One should not send a thank-you note shortly after an interview if the candidate has not performed well.

Accepted Answer

A) True 
 B)False

Question 3

An individual cannot sell something that bores him or her.According to this statement,which of the following questions should you ask yourself to help avoid a job selling something you'll find boring?

Accepted Answer

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? 
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 4

When preparing a(n)_____ résumé,begin by listing the qualities you have that you think will help you get the job.

Accepted Answer

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

Question 5

The best way to handle role stress is to:

Accepted Answer

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

Question 6

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 what motivates you?

Accepted Answer

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? 
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 7

Most companies continue to train their salespeople after basic sales training,but most training of experienced salespeople is:

Accepted Answer

A)  related to stress management. 
B)  related to dependability on their company's management. 
C)  related to adapting to their selling firm's corporate culture. 
D)  sales skills related rather than department related. 
E)  product related rather than sales skills related. 
A)  related to stress management. 
B)  related to dependability on their company's management. 
C)  related to adapting to their selling firm's corporate culture. 
D)  sales skills related rather than department related. 
E)  product related rather than sales skills related.

Question 8

What are the two types of stress common to salespeople?

Accepted Answer

The two types of stress common

Question 9

What are the different ways in which salespeople can learn about the job they desire?

Accepted Answer

Several ways exist for salespeople to le

Question 10

Maggie,a final year graduate student in Bridgton University,received job offers from two companies during campus placement.However,the offers were dependent on her final semester marks.Before the examination started,Maggie was extremely nervous.Which of the following best describes the stress felt by Maggie in this scenario?

Accepted Answer

A)  Role stress 
B)  Role overload 
C)  Felt stress 
D)  Assertiveness 
E)  Situational stress 
A)  Role stress 
B)  Role overload 
C)  Felt stress 
D)  Assertiveness 
E)  Situational stress

Question 11

The cover letter for your résumé sent in response to an employment ad:

Accepted Answer

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)  should have all of these. 
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)  should have all of these.

Question 12

The philosopher Eric Hoffer said,"In times of change,the learners inherit the earth,while the learned find themselves beautifully equipped to handle a world that no longer exists." Identify the implication of this saying with respect to salespeople.

Accepted Answer

A)  Salespeople should constantly improve their knowledge,skills,and abilities. 
B)  Salespeople should always scope out the competition first. 
C)  Salespeople should have a degree in selling as a prerequisite for any position. 
D)  Ownership of salespeople's development belongs to the companies,and companies should turn training into self-directed development programs. 
E)  If a company has not formalized development into a self-directed program,its salespeople should not invest in developing skills,as it is not required. 
A)  Salespeople should constantly improve their knowledge,skills,and abilities. 
B)  Salespeople should always scope out the competition first. 
C)  Salespeople should have a degree in selling as a prerequisite for any position. 
D)  Ownership of salespeople's development belongs to the companies,and companies should turn training into self-directed development programs. 
E)  If a company has not formalized development into a self-directed program,its salespeople should not invest in developing skills,as it is not required.

Question 13

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:

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 14

How is a functional résumé organized?

Accepted Answer

A functional résumé

Question 15

Recruiting companies should not supplement résumés with an application form.

Accepted Answer

A) True 
 B)False

Question 16

Why do companies simulate a job before candidates are recruited?

Accepted Answer

Simulating the job serves two

Question 17

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

Accepted Answer

A) True 
 B)False

The new assessment tests used by recruiting companies are inaccurate when they are specifically related to sales and the situations potential salespeople may encounter.

One should not send a thank-you note shortly after an interview if the candidate has not performed well.

An individual cannot sell something that bores him or her.According to this statement,which of the following questions should you ask yourself to help avoid a job selling something you'll find boring?

When preparing a(n)_____ résumé,begin by listing the qualities you have that you think will help you get the job.

The best way to handle role stress is to:

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 what motivates you?

Most companies continue to train their salespeople after basic sales training,but most training of experienced salespeople is:

What are the two types of stress common to salespeople?

What are the different ways in which salespeople can learn about the job they desire?

The cover letter for your résumé sent in response to an employment ad:

The philosopher Eric Hoffer said,"In times of change,the learners inherit the earth,while the learned find themselves beautifully equipped to handle a world that no longer exists." Identify the implication of this saying with respect to salespeople.

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:

How is a functional résumé organized?

Recruiting companies should not supplement résumés with an application form.

Why do companies simulate a job before candidates are recruited?

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

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 new assessment tests used by recruiting companies are inaccurate when they are specifically related to sales and the situations potential salespeople may encounter.

One should not send a thank-you note shortly after an interview if the candidate has not performed well.

An individual cannot sell something that bores him or her.According to this statement,which of the following questions should you ask yourself to help avoid a job selling something you'll find boring?

When preparing a(n)_____ résumé,begin by listing the qualities you have that you think will help you get the job.

The best way to handle role stress is to:

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 what motivates you?

Most companies continue to train their salespeople after basic sales training,but most training of experienced salespeople is:

What are the two types of stress common to salespeople?

What are the different ways in which salespeople can learn about the job they desire?

The cover letter for your résumé sent in response to an employment ad:

The philosopher Eric Hoffer said,"In times of change,the learners inherit the earth,while the learned find themselves beautifully equipped to handle a world that no longer exists." Identify the implication of this saying with respect to salespeople.

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:

How is a functional résumé organized?

Recruiting companies should not supplement résumés with an application form.

Why do companies simulate a job before candidates are recruited?

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

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