Question 1

One suggested way of achieving realism in the recruiting and selection process is to

Accepted Answer

A)  ask the job candidate to participate in a stress interview. 
B)  conduct extensive role playing during the interview process. 
C)  offer a job preview through a field visit with a salesperson. 
D)  use a multiple, sequential interview process. 
E)  use the computer for matchmaking. 
A)  ask the job candidate to participate in a stress interview. 
B)  conduct extensive role playing during the interview process. 
C)  offer a job preview through a field visit with a salesperson. 
D)  use a multiple, sequential interview process. 
E)  use the computer for matchmaking.

Question 2

The first step of the recruitment and selection process for salespeople involves all of the following activities except

Accepted Answer

A)  establishing job qualifications. 
B)  setting recruiting and selection objectives. 
C)  conducting a job analysis. 
D)  locating prospective candidates. 
E)  developing a recruiting and selection strategy. 
A)  establishing job qualifications. 
B)  setting recruiting and selection objectives. 
C)  conducting a job analysis. 
D)  locating prospective candidates. 
E)  developing a recruiting and selection strategy.

Question 3

Salesforces today are likely to contain a higher proportion of minorities.

Accepted Answer

A) True 
 B)False

Question 4

The stress interview may alienate some of the better candidates.

Accepted Answer

A) True 
 B)False

Question 5

According to the text, more than 95 percent of companies use social media to recruit.

Accepted Answer

A) True 
 B)False

Question 6

Interview bias related to race, attractiveness and gender are potential problems in the interview process.

Accepted Answer

A) True 
 B)False

Question 7

___________ questions are phrased in the form of a job-related problem and presented to the applicant for a solution.

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 8

Expatriate salespeople are salespeople hired from the host country in which they will sell.

Accepted Answer

A) True 
 B)False

Question 9

Valuable clues about the recruit may be gathered from the appearance and completeness of the resume.

Accepted Answer

A) True 
 B)False

Question 10

When different interviewers rate the same applicant differently, this is an example of

Accepted Answer

A)  multiple personalities. 
B)  applicant misrepresentation. 
C)  interviewer bias. 
D)  incompetent interviewers. 
E)  assessment incongruence. 
A)  multiple personalities. 
B)  applicant misrepresentation. 
C)  interviewer bias. 
D)  incompetent interviewers. 
E)  assessment incongruence.

Question 11

Which of the following statements is true regarding the market bonus?

Accepted Answer

A)  Firms offering a market bonus receive twice as many applicants for job openings. 
B)  Bonuses offered for relocation are not necessary, especially since there seems to be a current sentiment for a more mobile lifestyle. 
C)  Experienced salespeople will not accept a job offer unless they receive a market bonus. 
D)  The market bonus is most effective when hiring college graduates straight off the campus. 
E)  Using the market bonus could be a reasonable alternative if the supply-demand imbalance is thought to be temporary. 
A)  Firms offering a market bonus receive twice as many applicants for job openings. 
B)  Bonuses offered for relocation are not necessary, especially since there seems to be a current sentiment for a more mobile lifestyle. 
C)  Experienced salespeople will not accept a job offer unless they receive a market bonus. 
D)  The market bonus is most effective when hiring college graduates straight off the campus. 
E)  Using the market bonus could be a reasonable alternative if the supply-demand imbalance is thought to be temporary.

Question 12

A disadvantage of recruiting online is its relatively high cost.

Accepted Answer

A) True 
 B)False

Question 13

Firms may provide recruits with an informational video during recruiting efforts to help them achieve realism and congruence.

Accepted Answer

A) True 
 B)False

Question 14

Strictly relying on online sources to recruit may result in violating anti-discrimination laws.

Accepted Answer

A) True 
 B)False

Question 15

Be sure not to rely solely on an employee referral program when recruiting as doing so could be discriminatory according to the Anti-Discrimination Act of 1964.

Accepted Answer

A) True 
 B)False

Question 16

Salesforce socialization begins when the sales recruit is hired by the firm and extends for as long as one month.

Accepted Answer

A) True 
 B)False

Question 17

Recruiters explore personal Web sites, blogs, message boards and social networking sites to determine if a candidate is a good fit.

Accepted Answer

A) True 
 B)False

Question 18

Moving forward, technology appears to be in place that will allow for virtual assessment centers.

Accepted Answer

A) True 
 B)False

Question 19

Research has found that more successful salespeople tend to have a strong ego drive.

Accepted Answer

A) True 
 B)False

Question 20

Sales managers that use stress interviewing justify its use, saying that salespeople must be able to think on their feet and react quickly to unanticipated questions from customers.

Accepted Answer

A) True 
 B)False

One suggested way of achieving realism in the recruiting and selection process is to

The first step of the recruitment and selection process for salespeople involves all of the following activities except

Salesforces today are likely to contain a higher proportion of minorities.

The stress interview may alienate some of the better candidates.

According to the text, more than 95 percent of companies use social media to recruit.

Interview bias related to race, attractiveness and gender are potential problems in the interview process.

___________ questions are phrased in the form of a job-related problem and presented to the applicant for a solution.

Expatriate salespeople are salespeople hired from the host country in which they will sell.

Valuable clues about the recruit may be gathered from the appearance and completeness of the resume.

When different interviewers rate the same applicant differently, this is an example of

Which of the following statements is true regarding the market bonus?

A disadvantage of recruiting online is its relatively high cost.

Firms may provide recruits with an informational video during recruiting efforts to help them achieve realism and congruence.

Strictly relying on online sources to recruit may result in violating anti-discrimination laws.

Be sure not to rely solely on an employee referral program when recruiting as doing so could be discriminatory according to the Anti-Discrimination Act of 1964.

Salesforce socialization begins when the sales recruit is hired by the firm and extends for as long as one month.

Recruiters explore personal Web sites, blogs, message boards and social networking sites to determine if a candidate is a good fit.

Moving forward, technology appears to be in place that will allow for virtual assessment centers.

Research has found that more successful salespeople tend to have a strong ego drive.

Sales managers that use stress interviewing justify its use, saying that salespeople must be able to think on their feet and react quickly to unanticipated questions from customers.

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

One suggested way of achieving realism in the recruiting and selection process is to

The first step of the recruitment and selection process for salespeople involves all of the following activities except

Salesforces today are likely to contain a higher proportion of minorities.

The stress interview may alienate some of the better candidates.

According to the text, more than 95 percent of companies use social media to recruit.

Interview bias related to race, attractiveness and gender are potential problems in the interview process.

___________ questions are phrased in the form of a job-related problem and presented to the applicant for a solution.

Expatriate salespeople are salespeople hired from the host country in which they will sell.

Valuable clues about the recruit may be gathered from the appearance and completeness of the resume.

When different interviewers rate the same applicant differently, this is an example of

Which of the following statements is true regarding the market bonus?

A disadvantage of recruiting online is its relatively high cost.

Firms may provide recruits with an informational video during recruiting efforts to help them achieve realism and congruence.

Strictly relying on online sources to recruit may result in violating anti-discrimination laws.

Be sure not to rely solely on an employee referral program when recruiting as doing so could be discriminatory according to the Anti-Discrimination Act of 1964.

Salesforce socialization begins when the sales recruit is hired by the firm and extends for as long as one month.

Recruiters explore personal Web sites, blogs, message boards and social networking sites to determine if a candidate is a good fit.

Moving forward, technology appears to be in place that will allow for virtual assessment centers.

Research has found that more successful salespeople tend to have a strong ego drive.

Sales managers that use stress interviewing justify its use, saying that salespeople must be able to think on their feet and react quickly to unanticipated questions from customers.

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