Question 1

To improve the usefulness of tests as selection tools, sales managers should follow this suggestion:

Accepted Answer

A)  Sales managers should construct the tests since they have the most in-depth understanding about the position. 
B)  Sales managers should utilize tests that are based on a compilation of several sales jobs so that it is not too narrow in its focus. 
C)  Sales managers should base the hiring decision on the test results. 
D)  Sales managers should select tests that allow the applicant to anticipate the desired responses. 
E)  Sales managers should, in psychological testing, adhere to the standards of the American Psychological Association. 
A)  Sales managers should construct the tests since they have the most in-depth understanding about the position. 
B)  Sales managers should utilize tests that are based on a compilation of several sales jobs so that it is not too narrow in its focus. 
C)  Sales managers should base the hiring decision on the test results. 
D)  Sales managers should select tests that allow the applicant to anticipate the desired responses. 
E)  Sales managers should, in psychological testing, adhere to the standards of the American Psychological Association.

Question 2

Many companies are using their Web site to advertise job openings.

Accepted Answer

A) True 
 B)False

Question 3

The purpose of the Civil Rights Act of 1964 was to

Accepted Answer

A)  prohibit discrimination based on age, race, color, religion, sex, or national origin. 
B)  require that men and women be paid the same amount for performing similar job duties. 
C)  require firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibit discrimination against people of ages 40 and older. 
E)  found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act. 
A)  prohibit discrimination based on age, race, color, religion, sex, or national origin. 
B)  require that men and women be paid the same amount for performing similar job duties. 
C)  require firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibit discrimination against people of ages 40 and older. 
E)  found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act.

Question 4

References need not be checked because as one sales manager puts it, "Even the losers have three good references so I don't bother checking them."

Accepted Answer

A) True 
 B)False

Question 5

In the initial interview, sales managers should be sure to get the candidates interested by over selling them on the job.

Accepted Answer

A) True 
 B)False

Question 6

____________ questions are generally answered with a single word, such as yes or no.

Accepted Answer

A)  Competency-based 
B)  Open-ended 
C)  Hypothetical 
D)  Probing 
E)  Close-ended 
A)  Competency-based 
B)  Open-ended 
C)  Hypothetical 
D)  Probing 
E)  Close-ended

Question 7

Research shows that more successful salespeople have all the following characteristics except

Accepted Answer

A)  are more motivated. 
B)  the ability to build trust quickly. 
C)  a willingness to ask for commitments. 
D)  more acute problem solving and organizational skills. 
E)  a desire to avoid teamwork. 
A)  are more motivated. 
B)  the ability to build trust quickly. 
C)  a willingness to ask for commitments. 
D)  more acute problem solving and organizational skills. 
E)  a desire to avoid teamwork.

Question 8

In general, when sending salespeople on international assignments it is helpful if they are culturally empathetic.

Accepted Answer

A) True 
 B)False

Question 9

According to the text, about seventy five percent of new hires turn out to be a bad choice.

Accepted Answer

A) True 
 B)False

Question 10

Facial and speech recognition software can be used to analyze a job candidate's body language.

Accepted Answer

A) True 
 B)False

Question 11

One common sales job qualification is the ability to work well under close supervision.

Accepted Answer

A) True 
 B)False

Question 12

According to the text, with regards to recruiting and selection strategy, which of the following is false?

Accepted Answer

A)  Recruitment and selection activities occur only when a job vacancy occurs. 
B)  A decision must be made regarding how the job will be portrayed, particularly in advertisements. 
C)  Recruiting needs and activities must be coordinated with employment agencies and college placement centers. 
D)  When developing an international salesforce, the sales manager must consider the type of salesperson best suited for selling outside the home country. 
E)  The length of time a candidate will be given to accept a job offer must be considered. 
A)  Recruitment and selection activities occur only when a job vacancy occurs. 
B)  A decision must be made regarding how the job will be portrayed, particularly in advertisements. 
C)  Recruiting needs and activities must be coordinated with employment agencies and college placement centers. 
D)  When developing an international salesforce, the sales manager must consider the type of salesperson best suited for selling outside the home country. 
E)  The length of time a candidate will be given to accept a job offer must be considered.

Question 13

An advantage of hiring expatriates when developing an international salesforce is greater home country control.

Accepted Answer

A) True 
 B)False

Question 14

An advantage of hiring expatriates when developing an international salesforce is their significant market knowledge.

Accepted Answer

A) True 
 B)False

Question 15

Requiring the job candidate to pass a physical examination is often a formal condition of employment.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is not an advantage of recruiting online?

Accepted Answer

A)  potential for fast turnaround 
B)  potential cost savings relative to newspaper 
C)  many job seekers use the Internet 
D)  it reaches all demographics on an equally proportional basis 
E)  all of the above are advantages of recruiting online 
A)  potential for fast turnaround 
B)  potential cost savings relative to newspaper 
C)  many job seekers use the Internet 
D)  it reaches all demographics on an equally proportional basis 
E)  all of the above are advantages of recruiting online

Question 17

Compared with other means of recruiting, employee referrals generally

Accepted Answer

A)  have the highest applicant to hire conversion rate. 
B)  begin their position more quickly. 
C)  have greater job satisfaction and longer tenure. 
D)  are hired more quickly and less expensively. 
E)  all of the above are true. 
A)  have the highest applicant to hire conversion rate. 
B)  begin their position more quickly. 
C)  have greater job satisfaction and longer tenure. 
D)  are hired more quickly and less expensively. 
E)  all of the above are true.

Question 18

One potential problem associated with inadequate recruiting and selection is higher turnover rates.

Accepted Answer

A) True 
 B)False

Question 19

The fifth and fourteenth amendments to the U.S. constitution

Accepted Answer

A)  prohibit discrimination based on age, race, color, religion, sex, or national origin. 
B)  require that men and women be paid the same amount for performing similar job duties. 
C)  require firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibit discrimination against people of ages 40 and older. 
E)  provide equal protection standards to prevent irrational or unreasonable selection methods. 
A)  prohibit discrimination based on age, race, color, religion, sex, or national origin. 
B)  require that men and women be paid the same amount for performing similar job duties. 
C)  require firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibit discrimination against people of ages 40 and older. 
E)  provide equal protection standards to prevent irrational or unreasonable selection methods.

Question 20

Which of the following is not an issue in recruiting and selection strategy formulation?

Accepted Answer

A)  How the recruiting and selection will be done. 
B)  How long will be allowed for the candidate to accept or reject an offer. 
C)  Who is responsible for writing the job description. 
D)  How efforts with intermediaries such as employment agencies and college placement centers will be optimized. 
E)  What the most likely sources for qualified applicants are. 
A)  How the recruiting and selection will be done. 
B)  How long will be allowed for the candidate to accept or reject an offer. 
C)  Who is responsible for writing the job description. 
D)  How efforts with intermediaries such as employment agencies and college placement centers will be optimized. 
E)  What the most likely sources for qualified applicants are.

To improve the usefulness of tests as selection tools, sales managers should follow this suggestion:

Many companies are using their Web site to advertise job openings.

The purpose of the Civil Rights Act of 1964 was to

References need not be checked because as one sales manager puts it, "Even the losers have three good references so I don't bother checking them."

In the initial interview, sales managers should be sure to get the candidates interested by over selling them on the job.

____________ questions are generally answered with a single word, such as yes or no.

Research shows that more successful salespeople have all the following characteristics except

In general, when sending salespeople on international assignments it is helpful if they are culturally empathetic.

According to the text, about seventy five percent of new hires turn out to be a bad choice.

Facial and speech recognition software can be used to analyze a job candidate's body language.

One common sales job qualification is the ability to work well under close supervision.

According to the text, with regards to recruiting and selection strategy, which of the following is false?

An advantage of hiring expatriates when developing an international salesforce is greater home country control.

An advantage of hiring expatriates when developing an international salesforce is their significant market knowledge.

Requiring the job candidate to pass a physical examination is often a formal condition of employment.

Which of the following is not an advantage of recruiting online?

Compared with other means of recruiting, employee referrals generally

One potential problem associated with inadequate recruiting and selection is higher turnover rates.

The fifth and fourteenth amendments to the U.S. constitution

Which of the following is not an issue in recruiting and selection strategy formulation?

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 4: Acquiring Sales Talent: Recruitment and Selection

To improve the usefulness of tests as selection tools, sales managers should follow this suggestion:

Many companies are using their Web site to advertise job openings.

The purpose of the Civil Rights Act of 1964 was to

References need not be checked because as one sales manager puts it, "Even the losers have three good references so I don't bother checking them."

In the initial interview, sales managers should be sure to get the candidates interested by over selling them on the job.

____________ questions are generally answered with a single word, such as yes or no.

Research shows that more successful salespeople have all the following characteristics except

In general, when sending salespeople on international assignments it is helpful if they are culturally empathetic.

According to the text, about seventy five percent of new hires turn out to be a bad choice.

Facial and speech recognition software can be used to analyze a job candidate's body language.

One common sales job qualification is the ability to work well under close supervision.

According to the text, with regards to recruiting and selection strategy, which of the following is false?

An advantage of hiring expatriates when developing an international salesforce is greater home country control.

An advantage of hiring expatriates when developing an international salesforce is their significant market knowledge.

Requiring the job candidate to pass a physical examination is often a formal condition of employment.

Which of the following is not an advantage of recruiting online?

Compared with other means of recruiting, employee referrals generally

One potential problem associated with inadequate recruiting and selection is higher turnover rates.

The fifth and fourteenth amendments to the U.S. constitution

Which of the following is not an issue in recruiting and selection strategy formulation?

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters