Question 1

In most sales organizations, __________ have the ultimate responsibility for recruiting and selection.

Accepted Answer

A)  district sales managers 
B)  regional sales managers 
C)  sales managers with direct supervisory responsibility 
D)  SBU managers 
E)  vice presidents of sales 
A)  district sales managers 
B)  regional sales managers 
C)  sales managers with direct supervisory responsibility 
D)  SBU managers 
E)  vice presidents of sales

Question 2

Asking candidates to tell you about their strengths and weaknesses will provide information about their

Accepted Answer

A)  social skills. 
B)  insight. 
C)  motivation. 
D)  stability. 
E)  initiative. 
A)  social skills. 
B)  insight. 
C)  motivation. 
D)  stability. 
E)  initiative.

Question 3

Job satisfaction and performance are related to the realism and congruence achieved during the recruiting and selection process.

Accepted Answer

A) True 
 B)False

Question 4

Perhaps the most significant managerial problem that can arise from improper recruiting and selection of salespeople is

Accepted Answer

A)  total salesforce performance is suboptimal. 
B)  a higher turnover rate. 
C)  inadequate sales coverage and lack of customer follow up. 
D)  increased training costs to overcome deficiencies. 
E)  difficulty in establishing good customer relationships. 
A)  total salesforce performance is suboptimal. 
B)  a higher turnover rate. 
C)  inadequate sales coverage and lack of customer follow up. 
D)  increased training costs to overcome deficiencies. 
E)  difficulty in establishing good customer relationships.

Question 5

Common sales job qualifications address all of the following except

Accepted Answer

A)  sales experience. 
B)  ability to manage others. 
C)  educational level. 
D)  willingness to travel. 
E)  willingness to relocate. 
A)  sales experience. 
B)  ability to manage others. 
C)  educational level. 
D)  willingness to travel. 
E)  willingness to relocate.

Question 6

When developing an online recruitment ad be sure to include key words and phrases.

Accepted Answer

A) True 
 B)False

Question 7

A job analysis defines the expected behavior of salespeople.

Accepted Answer

A) True 
 B)False

Question 8

A problem with the job application form is that it tends to be discriminatory.

Accepted Answer

A) True 
 B)False

Question 9

The members of a firm's assessment center are generally outside directors who perform this service for a fee.

Accepted Answer

A) True 
 B)False

Question 10

When questioning references, questions concerning all of the following should be avoided except

Accepted Answer

A)  age. 
B)  arrests. 
C)  religion. 
D)  education. 
E)  marital status. 
A)  age. 
B)  arrests. 
C)  religion. 
D)  education. 
E)  marital status.

Question 11

A company can test for drug use if the applicant is informed of the test prior to taking it, if the results are kept confidential, and drug testing is reasonably related to potential job functions.

Accepted Answer

A) True 
 B)False

Question 12

Potential problems associated with inadequate recruitment and selection include all of the following except

Accepted Answer

A)  inadequate sales coverage and lack of customer follow up. 
B)  higher turnover rates. 
C)  difficulty in establishing enduring relationships with customers. 
D)  increased training costs to overcome deficiencies. 
E)  reduced capability to evaluate sales performance. 
A)  inadequate sales coverage and lack of customer follow up. 
B)  higher turnover rates. 
C)  difficulty in establishing enduring relationships with customers. 
D)  increased training costs to overcome deficiencies. 
E)  reduced capability to evaluate sales performance.

Question 13

Which of the following is not considered one of the basic rules of the job interview?

Accepted Answer

A)  Questions should focus on job-related topics, such as job requirements and applicant qualifications and credentials. 
B)  You must ask every applicant the same questions. 
C)  Good questions are based on the job description and advertised position requirements. 
D)  Good questions are understandable and succinct. 
E)  With regards to religion and disability, reasonable accommodations must be made to the interviewee, even at the pre-employment stage. 
A)  Questions should focus on job-related topics, such as job requirements and applicant qualifications and credentials. 
B)  You must ask every applicant the same questions. 
C)  Good questions are based on the job description and advertised position requirements. 
D)  Good questions are understandable and succinct. 
E)  With regards to religion and disability, reasonable accommodations must be made to the interviewee, even at the pre-employment stage.

Question 14

All of the following are elements of the third and final step of the recruiting and selection process, except

Accepted Answer

A)  background investigation. 
B)  physical exam. 
C)  screening resumes and job applications. 
D)  locating prospective job candidates. 
E)  testing. 
A)  background investigation. 
B)  physical exam. 
C)  screening resumes and job applications. 
D)  locating prospective job candidates. 
E)  testing.

Question 15

Which of the following statements regarding the stress interview is false?

Accepted Answer

A)  It is designed to put job candidates under extreme, unexpected psychological duress for the purpose of seeing how they will react. 
B)  It may create an unfavorable image of the company. 
C)  It may alienate some of the better candidates. 
D)  It appears to be a risky and ethically questionable approach. 
E)  It may be a form of discrimination in some cases, in which its use would make it illegal. 
A)  It is designed to put job candidates under extreme, unexpected psychological duress for the purpose of seeing how they will react. 
B)  It may create an unfavorable image of the company. 
C)  It may alienate some of the better candidates. 
D)  It appears to be a risky and ethically questionable approach. 
E)  It may be a form of discrimination in some cases, in which its use would make it illegal.

Question 16

The __________ is usually designed to get an in-depth look at the candidate.

Accepted Answer

A)  intensive interview 
B)  resume review 
C)  job application 
D)  letter of reference 
E)  selection test 
A)  intensive interview 
B)  resume review 
C)  job application 
D)  letter of reference 
E)  selection test

Question 17

The specific reason for not hiring a candidate must be given, if requested.

Accepted Answer

A) True 
 B)False

Question 18

When conducting a background check it is good advice to be wary of first-party references.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is not recommended as a technique for getting valid information in a background check?

Accepted Answer

A)  identify an individual's worst job. 
B)  obtain a numerical scale reference rating. 
C)  check for idiosyncrasies. 
D)  check financial and personal habits. 
E)  use the critical incident technique. 
A)  identify an individual's worst job. 
B)  obtain a numerical scale reference rating. 
C)  check for idiosyncrasies. 
D)  check financial and personal habits. 
E)  use the critical incident technique.

Question 20

Although selection tests can be useful, they do a poor job of identifying a candidate's strengths and weaknesses.

Accepted Answer

A) True 
 B)False

In most sales organizations, __________ have the ultimate responsibility for recruiting and selection.

Asking candidates to tell you about their strengths and weaknesses will provide information about their

Job satisfaction and performance are related to the realism and congruence achieved during the recruiting and selection process.

Perhaps the most significant managerial problem that can arise from improper recruiting and selection of salespeople is

Common sales job qualifications address all of the following except

When developing an online recruitment ad be sure to include key words and phrases.

A job analysis defines the expected behavior of salespeople.

A problem with the job application form is that it tends to be discriminatory.

The members of a firm's assessment center are generally outside directors who perform this service for a fee.

When questioning references, questions concerning all of the following should be avoided except

A company can test for drug use if the applicant is informed of the test prior to taking it, if the results are kept confidential, and drug testing is reasonably related to potential job functions.

Potential problems associated with inadequate recruitment and selection include all of the following except

Which of the following is not considered one of the basic rules of the job interview?

All of the following are elements of the third and final step of the recruiting and selection process, except

Which of the following statements regarding the stress interview is false?

The __________ is usually designed to get an in-depth look at the candidate.

The specific reason for not hiring a candidate must be given, if requested.

When conducting a background check it is good advice to be wary of first-party references.

Which of the following is not recommended as a technique for getting valid information in a background check?

Although selection tests can be useful, they do a poor job of identifying a candidate's strengths and weaknesses.

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 most sales organizations, __________ have the ultimate responsibility for recruiting and selection.

Asking candidates to tell you about their strengths and weaknesses will provide information about their

Job satisfaction and performance are related to the realism and congruence achieved during the recruiting and selection process.

Perhaps the most significant managerial problem that can arise from improper recruiting and selection of salespeople is

Common sales job qualifications address all of the following except

When developing an online recruitment ad be sure to include key words and phrases.

A job analysis defines the expected behavior of salespeople.

A problem with the job application form is that it tends to be discriminatory.

The members of a firm's assessment center are generally outside directors who perform this service for a fee.

When questioning references, questions concerning all of the following should be avoided except

A company can test for drug use if the applicant is informed of the test prior to taking it, if the results are kept confidential, and drug testing is reasonably related to potential job functions.

Potential problems associated with inadequate recruitment and selection include all of the following except

Which of the following is not considered one of the basic rules of the job interview?

All of the following are elements of the third and final step of the recruiting and selection process, except

Which of the following statements regarding the stress interview is false?

The __________ is usually designed to get an in-depth look at the candidate.

The specific reason for not hiring a candidate must be given, if requested.

When conducting a background check it is good advice to be wary of first-party references.

Which of the following is not recommended as a technique for getting valid information in a background check?

Although selection tests can be useful, they do a poor job of identifying a candidate's strengths and weaknesses.

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