Question 1

In the selection process, all job applicants should be treated equally.

Accepted Answer

A) True 
 B)False

Question 2

When questioning references, avoid questions concerning arrests.

Accepted Answer

A) True 
 B)False

Question 3

When interviewing, you do not have to ask every applicant the same questions.

Accepted Answer

A) True 
 B)False

Question 4

Estimates suggest that it costs a firm anywhere from one third to five times a worker's annual salary to replace a bad hire.

Accepted Answer

A) True 
 B)False

Question 5

Determining whether or not the job's selling tasks will include responsibilities for opening new accounts as well as maintaining existing accounts is part of this step of the recruiting and selection process:

Accepted Answer

A)  determining job qualifications. 
B)  writing the job description. 
C)  setting objectives. 
D)  conducting a job analysis. 
E)  formulating strategies. 
A)  determining job qualifications. 
B)  writing the job description. 
C)  setting objectives. 
D)  conducting a job analysis. 
E)  formulating strategies.

Question 6

The first step in the process of recruiting and selecting salespeople is

Accepted Answer

A)  selection. 
B)  prospecting. 
C)  recruitment. 
D)  planning. 
E)  hiring. 
A)  selection. 
B)  prospecting. 
C)  recruitment. 
D)  planning. 
E)  hiring.

Question 7

Misrepresenting the job may lead to later problems from those recruited under false pretenses.

Accepted Answer

A) True 
 B)False

Question 8

The Miller Heiman Group, a sales consultancy firm, believes salespeople of the future will need to possess all of the following except

Accepted Answer

A)  production management skills. 
B)  business and commercial insight. 
C)  analytical thinking skills. 
D)  financial analysis skills. 
E)  project management skills. 
A)  production management skills. 
B)  business and commercial insight. 
C)  analytical thinking skills. 
D)  financial analysis skills. 
E)  project management skills.

Question 9

A company that asks candidates to engage in group discussions, business game simulations, presentations, and role play exercises, so that members of management may evaluate their performance capabilities is probably using this method of selection:

Accepted Answer

A)  selection testing. 
B)  stress interview. 
C)  assessment center. 
D)  group interviewing. 
E)  evaluation center. 
A)  selection testing. 
B)  stress interview. 
C)  assessment center. 
D)  group interviewing. 
E)  evaluation center.

Question 10

The assessment center provides an efficient, low cost means for evaluating job candidates.

Accepted Answer

A) True 
 B)False

Question 11

Unlike a static application form, this method has the advantage of actively reminding candidates to finish answering the questions and to collect incomplete information.

Accepted Answer

A)  Phone call 
B)  Email 
C)  Text message 
D)  Chatbot 
E)  Online application form 
A)  Phone call 
B)  Email 
C)  Text message 
D)  Chatbot 
E)  Online application form

Question 12

Today's salesperson is expected to

Accepted Answer

A)  analyze data. 
B)  think strategically. 
C)  learn the business. 
D)  work independently. 
E)  all of the above. 
A)  analyze data. 
B)  think strategically. 
C)  learn the business. 
D)  work independently. 
E)  all of the above.

Question 13

The radial search for referrals is a method of reference checking that requires getting additional references from the second-party references.

Accepted Answer

A) True 
 B)False

Question 14

Selection tests today are a valid and proven method of accurately predicting future job performance.

Accepted Answer

A) True 
 B)False

Question 15

The __________ for salespeople is likely to contain the job title, duties, tasks and responsibilities of the salesperson.

Accepted Answer

A)  job analysis 
B)  job qualifications 
C)  job description 
D)  job title 
E)  job outline 
A)  job analysis 
B)  job qualifications 
C)  job description 
D)  job title 
E)  job outline

Question 16

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

Accepted Answer

A)  patient. 
B)  flexible. 
C)  confident. 
D)  persistent. 
E)  all of the above. 
A)  patient. 
B)  flexible. 
C)  confident. 
D)  persistent. 
E)  all of the above.

Question 17

Which of the following is not a recommendation when writing for an online recruitment ad?

Accepted Answer

A)  Keep it brief. 
B)  Include key words and phrases. 
C)  Avoid using crossheadings and bullet points. 
D)  Use plain English and avoid long sentences. 
E)  Make use of a link to give additional information to keep your word count down. 
A)  Keep it brief. 
B)  Include key words and phrases. 
C)  Avoid using crossheadings and bullet points. 
D)  Use plain English and avoid long sentences. 
E)  Make use of a link to give additional information to keep your word count down.

Question 18

Which of the following is not an advantage of a company specific job application form?

Accepted Answer

A)  By studying the handwriting of the various applicants, managers can observe the attention to detail and neatness of the applicant. 
B)  Personal information, such as age and marital status that applicants have not included in their resumes can be requested. 
C)  The comparison of multiple candidates is facilitated since the information on each is presented in the same sequence. 
D)  The form can be designed to gather all pertinent information and exclude unnecessary information. 
E)  The form can be designed to meet antidiscriminatory legal requirements. 
A)  By studying the handwriting of the various applicants, managers can observe the attention to detail and neatness of the applicant. 
B)  Personal information, such as age and marital status that applicants have not included in their resumes can be requested. 
C)  The comparison of multiple candidates is facilitated since the information on each is presented in the same sequence. 
D)  The form can be designed to gather all pertinent information and exclude unnecessary information. 
E)  The form can be designed to meet antidiscriminatory legal requirements.

Question 19

Employment agencies such as Sales Talent Inc. specialize in the placement of salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Earnings potential of a job should be stated in terms of what the top producer earns in order to give applicants a feasible figure for which to shoot.

Accepted Answer

A) True 
 B)False

In the selection process, all job applicants should be treated equally.

When questioning references, avoid questions concerning arrests.

When interviewing, you do not have to ask every applicant the same questions.

Estimates suggest that it costs a firm anywhere from one third to five times a worker's annual salary to replace a bad hire.

Determining whether or not the job's selling tasks will include responsibilities for opening new accounts as well as maintaining existing accounts is part of this step of the recruiting and selection process:

The first step in the process of recruiting and selecting salespeople is

Misrepresenting the job may lead to later problems from those recruited under false pretenses.

The Miller Heiman Group, a sales consultancy firm, believes salespeople of the future will need to possess all of the following except

A company that asks candidates to engage in group discussions, business game simulations, presentations, and role play exercises, so that members of management may evaluate their performance capabilities is probably using this method of selection:

The assessment center provides an efficient, low cost means for evaluating job candidates.

Unlike a static application form, this method has the advantage of actively reminding candidates to finish answering the questions and to collect incomplete information.

Today's salesperson is expected to

The radial search for referrals is a method of reference checking that requires getting additional references from the second-party references.

Selection tests today are a valid and proven method of accurately predicting future job performance.

The __________ for salespeople is likely to contain the job title, duties, tasks and responsibilities of the salesperson.

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

Which of the following is not a recommendation when writing for an online recruitment ad?

Which of the following is not an advantage of a company specific job application form?

Employment agencies such as Sales Talent Inc. specialize in the placement of salespeople.

Earnings potential of a job should be stated in terms of what the top producer earns in order to give applicants a feasible figure for which to shoot.

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

In the selection process, all job applicants should be treated equally.

When questioning references, avoid questions concerning arrests.

When interviewing, you do not have to ask every applicant the same questions.

Estimates suggest that it costs a firm anywhere from one third to five times a worker's annual salary to replace a bad hire.

Determining whether or not the job's selling tasks will include responsibilities for opening new accounts as well as maintaining existing accounts is part of this step of the recruiting and selection process:

The first step in the process of recruiting and selecting salespeople is

Misrepresenting the job may lead to later problems from those recruited under false pretenses.

The Miller Heiman Group, a sales consultancy firm, believes salespeople of the future will need to possess all of the following except

A company that asks candidates to engage in group discussions, business game simulations, presentations, and role play exercises, so that members of management may evaluate their performance capabilities is probably using this method of selection:

The assessment center provides an efficient, low cost means for evaluating job candidates.

Unlike a static application form, this method has the advantage of actively reminding candidates to finish answering the questions and to collect incomplete information.

Today's salesperson is expected to

The radial search for referrals is a method of reference checking that requires getting additional references from the second-party references.

Selection tests today are a valid and proven method of accurately predicting future job performance.

The __________ for salespeople is likely to contain the job title, duties, tasks and responsibilities of the salesperson.

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

Which of the following is not a recommendation when writing for an online recruitment ad?

Which of the following is not an advantage of a company specific job application form?

Employment agencies such as Sales Talent Inc. specialize in the placement of salespeople.

Earnings potential of a job should be stated in terms of what the top producer earns in order to give applicants a feasible figure for which to shoot.

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